Market Sales Development Manager

Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.

Working at Waters and TA Instruments enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.  

Market Sales Development Manager

Overview

As a key member of the Europe South Leadership Team, you are responsible for adapting and supporting the execution of the Waters Division growth strategy for South Region in defined markets to develop the Waters sales business to achieve the quarterly and annual targets.

You will lead a team of 5 Sales Specialists in France and will collaborate with country sales managers to develop meaningful customer relationships, drive opportunities for growth, and assure market penetration and profitability to reach both short and long term objectives.

Responsibilities

• You will manage and coach a team of 5 Sales Specialists in France (direct reporting line) who are responsible for providing technical and commercial support to penetrate markets and to promote our product portfolio and relevant solutions & applications to meet or exceed our sales targets. You will also extend your support to Sales Specialists located in Spain and Italy (with undirect reporting line) to ensure strategy alignment across South Region.
• Working with your team you aim to position our key product lines at Waters Division (Liquid Chromatography, Mass Spectrometry and Informatics) in dedicated markets as (Bio)Pharma, Omics, Applied Markets (Food Safety, Environmental and Agro-Chemistry) and Academic & Government.
• You are responsible for the regional implementation of the corporate sales strategies, prioritizing sales activities and commercial initiatives based on your business intelligence as well as your high understanding of market dynamics and competition. Together with your team, you develop new prospects and penetrate competitive accounts while maintaining current customer base for assigned market.
• You will ensure sales development through fruitful collaboration and execution of the strategic plan with local sales teams, the application support and marketing teams from the Region and Business Segments.
• You will conduct prospecting and demand generation activities, plan and coordinate actions to develop efficient partnerships with Key Opinion Leaders, build and manage our relationships with Key Accounts as CxOs in strategic markets.You will support the sales force during customer visits, workshops, round tables and seminars. Participate in trade shows and local technical seminars or webinar as required.
• Together with Field Marketing, you ensure appropriate introduction of new products to the sales force and to the marketplace. You develop and maintain technical competency of your Sales Specialists with Waters solutions to be recognized by customers as a strong technical resource.You will provide strong strategic and operational leadership to your team, drive projects and action plans to deliver customer satisfaction and loyalty.
• You will ensure that you and your team meet quarterly and annual targets through accurate and reliable planning and forecasting activities as well as exceptional funnel management. You also implement corrective / growth measures where necessary.
• As a leader, you support performance of your teammates, setting high standards, acting as multiplier manager and coach. You will also assist in recruitment, onboarding, performance review, development of direct reports.

Qualifications

• Professional background in Biochemistry, Chemistry, Engineering, or related fields.
• Minimum of a Master's degree (Master 2 or equivalent).
• Strong Scientific and Technical background in LC and MS technologies
• Good market knowledge in (Bio)Pharma, Food, Environmental, Omics, Academic & Gov.
• Strong leadership, collaboration and management skills
• Proven track record with at least 5 years of experience as international sales leader.
• Willingness to travel to customer locations up to 50% including overnight stays
• Proficient in Windows environment (Word, Excel, PowerPoint, Teams, Outlook).
• Familiarity with Sales Force and Power BI.

 Personal Attributes

• Ability to translate corporate growth strategies into tactical Business Plans with both a short term implementation view and a global long-term strategic vision.
• Dynamic, proactive, and customer-oriented.
• Passion for team management, recruitment, training, and development.
• Demonstrated organizational skills with the ability to handle multiple tasks with different priorities
• Excellent inter-personal, self-motivational and negotiating skills
• Excellent verbal and written communication skills
• Adaptable and resilient; able to work in high demanding and fast changing environment
• Excellent reporting skills