Sr. Director, Americas (Chemistry Business)

Overview

Reporting to the VP, Americas Commercial, the Sr. Director, Americas Chemistry Business will lead the Americas Chemistry business across North America and Latin America, working closely with regional teams to drive the growth of Waters' consumables business across all markets and geographies.

Responsibilities

• Develop and execute a comprehensive business plan for the Consumables business to drive consistent, sustainable growth across the Americas, ensuring attainment of AOP. This includes ownership of business strategies, pricing models, channel and organizational structure. 

• Lead and develop a high-performing, geographically distributed team spanning North America and Latin America, including direct and dotted-line team members across field sales, inside sales, technical support and marketing. This includes leading managers and building a culture that values diverse backgrounds and inclusion. 

• Partner closely with the VP, Consumables and Lab Automation on new product launches, ensuring the Americas commercial team is positioned to drive successful market introduction and adoption. 

• Create an exceptional customer experience for Waters consumables customers by understanding the unique consumables customer journey and continuously improving the sales and support process, including leveraging e-commerce as a critical growth channel. 

• Pursue attachment rates of consumables in labs with competitive instruments, including LC Columns, Vials, sample prep and reagent kits. 

• Collaborate actively with Americas Regional General Managers and senior leadership to align on and ensure successful execution of the consumables business plan and to drive lead generation and increase consumables attachment rates, reinforcing Waters' position as the world's leading Specialty Measurement Company. 

• Build strong institutional knowledge across markets, actively identifying industry and sub-market trends to react quickly to emerging opportunities, including support of new applications and market spaces where consumables technologies can provide customer value and differentiation. 

• Work closely with the commercial operations team to leverage customer buying insights and cycles, identifying key KPIs and metrics to maximize the focus and efficiency of the consumables sales team. 

• Develop and grow key customer relationships by meeting regularly with key customers and industry stakeholders to understand needs and capture voice of the customer. 

• Understand competitive strategies across consumables products to enable higher attachment rates for both Waters and competitive instruments. 

• Identify key business partnerships and potential commercial relationships to support revenue growth strategy. 

Qualifications

 

• Minimum BS in a Technology or Business field; MBA preferred. 

• 7-10 years of sales management experience, including experience leading managers and managing geographically distributed teams. 

• 8+  years of experience working within the Life Sciences industry strongly preferred. 

• 8+ years in commercial roles with a proven track record of success. 

• Demonstrated experience leading across geographies and cultures, including Latin America preferred. 

• Ability to effectively influence at the executive level and within peer groups. 

• Strong leadership skills required. 

Key Skills 

• Working knowledge of Salesforce.com preferred. 

• Deep understanding of Waters' consumables products. 

• Strategic mindset with strong execution focus. 

• Change management experience. 

• Clear, direct communicator. 

• Strong interpersonal skills. 

• Effective collaboration and networking skills across functions and geographies.