System Sales Account Territory Manager – Instruments/Systems

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 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.

SYSTEM SALES ACCOUNT TERRITORY MANAGER – INSTRUMENTS/SYSTEMS

Job Description

Reporting to the National Sales Manager, this position is responsible for achieving or exceeding the sales target in India Clinical Market, in the designated territory, through excellent selling and account development and leadership skills. The Sales Manager is the business development authority in their territory India (North, East, West & South) and is responsible for developing the overall strategic plan and driving the sales process within the territory team.

Responsibilities

• Meet or exceed sales objectives while operating within expense budgets and control costs.

• Develop and implement a strategic territory plan to include the methodology needed to achieve sales growth including lead generation, cultivating, customer support, and penetration activities at accounts within territory in Clinical Markets.

• Coordinate all sales and related activities within defined accounts in the territory including, lead generation and follow-up, cold calling, organizing and communicating technical seminars, demos, application feasibility tests, and customer support and training.

• Manage Distributors when required.

• Manage large geography.

• Manage many different stakeholders, including CEO’s.

• Ability to shape markets and collaborate with high Government officials.

• Perform demonstrations to drive new and repeat sales as defined in the Strategic Territory Plan, and on an as needed basis.

• Should have experience in Handling Govt & Pvt Hospitals, Diagnostics labs, Forensic labs and Clinical/Translational research in Institutions & Academia.

• Should have experience & ability to handle large Govt Tenders and Projects with added experience in managing GEM and other Govt tender portals.

• Develop detailed business plans, organize, accurately forecast territory results, provide market intelligence, implement value selling, and leverage applications to identify companies and departments that could benefit from our technology.

• Sell new products by establishing key customers relationships and understanding customer application needs.

• Collaborate with the Inside Sales Department, Marketing Department, and Business Development teams.

• Participate on the Key Account Development program for defined key accounts in the territory.

• Develop proficiency with LC & MS products, value positioning, competitors, and core applications.

• Build trust with customers and colleagues and maintain the highest level of integrity while building long-term relationships with customers and establishing yourself as a trusted, inspiring leader.

• Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and other related reports for defined territory to supervisor using CRM tools.

• Maintain accurate and current records of proposals, opportunities, accounts, contacts, leads and actions through CRM within defined territory. Maintain daily and weekly updates.

• Keep manager abreast of any new developments in the marketplace (competitive, product, customer, wins/losses, etc.).

• Continual self-education of new technology and related applications, formal sales training classes, online learning, reading of Sales and Account Management books, and coaching from a team of sales and technical mentors.

• Travel as needed for sales meetings, sales training and tradeshows.

• Meet or exceed sales objectives while operating within expense budgets and control costs.

• Develop and implement a strategic territory plan to include the methodology needed to achieve sales growth including lead generation, cultivating, customer support, and penetration activities at accounts within territory in Clinical Markets.

• Should have experience in Handling Govt & Pvt Hospitals, Diagnostics labs, Forensic labs and Clinical/Translational research in Institutions & Academia.

• Should have experience & ability to handle large Govt Tenders and Projects with added experience in managing GEM and other Govt tender portals.

• Develop detailed business plans, organize, accurately forecast territory results, provide market intelligence, implement value selling, and leverage applications to identify companies and departments that could benefit from our technology.

Qualifications

• BS/BE or higher in Chemistry, Biology, or Biochemistry, 7 to 10 years of in field sales experiences.

• Zero to Five years sales experience or an equivalent combination of education and experience

• Prior experience in a field support role is a plus

• Should have experience in Handling Govt & Pvt Hospitals, Diagnostics labs, Forensic labs and Clinical/Translational research in Institutions & Academia.

• Should have experience & ability to handle large Govt Tenders and Projects with added experience in managing GEM and other Govt tender portals.

• Highly motivated to achieve targets.

• Well organized, on time, reliable

• Excellent work ethic

• Ability to communicate clearly and optimally with customers and colleagues.

• Strong team and organizational skills

• Willingness and ability to travel. Anticipated travel up to 60%. International travel may be necessary on occasion.

• SAP knowledge preferred.

• Three (3) years as Sr. Account/Account Manager exceeding budget.

• Three (3) years’ experience selling solutions involving instruments, software and consumables. Hands on experience with HPLC and MS related analytical instruments.

• Knowledge of Clinical market and its associates.

• Strong organizational and time management skills.

• Ability to learn and use CRM quickly and efficiently.

• Strong written and verbal communication and social skills, advanced computer skills.

• Strong analytical skills and ability to draw conclusions and observations from market trends and unit analysis.

• Substantiated capability to negotiate and close business.

Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or protected Veteran status.