Sr. Sales Manager, Chemistry Key Accounts

Overview

Waters ASD China is seeking an experienced and results-driven Sr. Sales Manager, Chemistry Key Accounts to lead and grow our LC/MS consumables business. This role will own the key account strategy for leading pharmaceutical CROs, CDMOs, and non-pharma CTOs, while leading a high-performing sales team to deliver sustainable revenue and margin growth.

The ideal candidate has deep knowledge of the LC/MS market, strong key account management experience, and a proven ability to build executive relationships across analytical laboratories, R&D, QA/QC, procurement, and manufacturing organizations.

Responsibilities

Sales Strategy & Business Growth

• Develop and execute the annual and quarterly sales strategy for Chemistry Key Accounts in the LC/MS consumables market.
• Own revenue, margin, pipeline, forecast accuracy, and account penetration targets.
• Identify new business opportunities, expand market share, and drive adoption of LC/MS consumables across assigned key accounts.
• Lead contract negotiations, pricing strategies, tenders, and long-term agreements.

Key Account Management

• Manage and grow strategic relationships with top pharmaceutical CROs, CDMOs, and leading non-pharma CTOs.
• Map key stakeholders across procurement, R&D, analytical labs, QA/QC, production, and supply chain.
• Understand customer workflows, pain points, and technical requirements to position value-added consumables solutions.
• Coordinate regular business reviews, technical seminars, and executive engagement activities.

Team Leadership

• Recruit, train, coach, and manage the Chemistry Key Accounts sales team and CTO Sales team.
• Set individual and team targets, monitor performance, and conduct regular reviews.
• Build team capability in LC/MS consumables, key account selling, negotiation, and technical consultative sales.
• Foster a collaborative, high-accountability, and customer-focused sales culture.

Cross-functional Collaboration

• Partner with Instrument Sales, Marketing, Applications, Service, and Supply Chain teams to support customer needs and product launches.
• Provide voice-of-customer feedback to internal stakeholders to shape product and commercial strategies.
• Coordinate with regional and global teams to align on key account plans.

Market Intelligence & Compliance

• Maintain strong knowledge of LC/MS consumables, competitor activity, pricing trends, and market dynamics.
• Ensure accurate CRM updates, sales reporting, and forecasting.
• Comply with company policies, ethical standards, and applicable regulations.

Qualifications

• Bachelor’s or Master’s degree in Chemistry, Analytical Chemistry, Biochemistry, or a related field.
• 8+ years of sales or business development experience in analytical instruments, life science consumables, LC/MS, or a related industry.
• 3+ years of people leadership experience, with a proven track record of managing sales teams.
• Strong experience serving pharmaceutical CROs, CDMOs, and/or non-pharma CTOs.
• Solid understanding of LC/MS consumables, such as LC columns, guard columns, sample preparation products, vials, caps, filters, standards, reagents, and related accessories.
• Excellent negotiation, communication, presentation, and relationship-building skills.
• English proficiency required.
• Willingness to frequent travel as required.