Senior Manager Commercial Excellence, Clinical Business Unit

Waters is a leader in life sciences tools, starting with liquid chromatography technologies in the 1960s. Since then, Waters has pioneered analytical techniques across markets including Clinical Diagnostics, Food & Environmental, Pharmaceuticals, and Materials. In Clinical Diagnostics, Waters has leading LC-MS technologies, which are already used for many applications including therapeutic drug monitoring, newborn screening, and endocrinology.

With the growth in precision medicine, it is an exciting time for LC-MS in clinical diagnostics. For 10+ years, PCR-NGS techniques have been widely used for clinical diagnostics. Clinicians now want a real-time understanding of disease states, requiring a more complete picture of proteins, lipids, and steroids. LC-MS based assays are critical to provide this level of insight with their analytical specificity, sensitivity, and capacity to analyze simultaneously multiple analytes.

Our vision is for Waters to lead the continued broad-based adoption of LC-MS. This will be accelerated by continued innovation including new ionization methods, improved ease of use, as well as novel applications in ‘omics' research and anatomical pathology.

Reporting to the Director of Commercial Excellence, this position will join a passionate, agile team to develop innovative solutions to address high unmet needs and establish Waters as the leader in clinical LC-MS diagnostics markets. This position is based out of the Waters Global Headquarters in Milford, Massachusetts.

Responsibilities

• Lead the execution of Clinical Commercial projects and initiatives, ensuring deliverables are executed on time and meet stakeholder expectations; support the advancement of the commercial effectiveness maturity model.
• Manage collection and interpretation of stakeholder feedback (Regional GM, Sales Managers, Account Managers) related to selling activities and sales tools (Compass/Salesforce) and propose and execute commercial improvement projects across all regions with the goal of achieving sales targets and commercial KPIs.
• Function as an expert in the use of foundational and innovative sales effectiveness approaches and frameworks, to include territory planning and optimization; sales resource deployment and coverage; customer targeting, segmentation, and prioritization; supported by data analytics and insights to drive action.
• Drive regional alignment with Global Clinical Business team as well as identification of best practices in the field and establishment of global standards. Implement mechanisms for identifying and sharing best practices across the regions.
• Identify and address opportunities to drive and scale sustained improvements in sales force productivity and performance – Evaluate and pilot new sales tools, processes and disciplines as needed.
• Democratize access to sales and opportunity data through live reporting within salesforce. Propose and enable content to support more informed customer engagements and drive correct behaviors within Compass globally.
• Diagnose and define opportunities to drive measurable improvements in the sales process, driving achievement of sales targets sales productivity KPI's.
• Develop sales effectiveness programs to identify sales activities and behaviors that drive top performance; codify those activities and establish change management mechanisms to scale across the sales organization. Target key sales performance metrics – pipeline health, deal velocity, size, quality and balance, database coverage, penetration and engagement, pipeline to plan conversion, opportunity creation and stagnancy.
• Partner with Sales leaders to assist in the development of selling strategies, including new market penetration and coverage, and new product launches. Support the transformation of the sales organization from a generalist to specialist problem solver.

Qualifications

• Bachelor's degree required: MA/MS/MBA or other advance degree preferred
• 5 years' experience in Commercial Operations &/or Sales Roles.
• Experience and prefer some formal education on process analysis & design
• Significant experience with Salesforce-based CRM platforms preferred
• Experience selling or operating Clinical laboratory equipment preferred.
• Must have relevant experience in running cross-functional projects
• Ability to lead and work in a group environment, including interaction with Senior / Executive level leadership
• Possess strong interpersonal skills including influencing, negotiation and teamwork skills.
• Must possess excellent oral and written communication skills and have experience presenting to senior management
• Leadership Skills including the ability to chair & program meetings, influence stakeholder, communicate and work effectively across the wider organization

Key Skills:

• Continuous Process Improvement
• Deep understanding of Waters' clinical products preferred,
• Clear communicator
• Strong interpersonal skills
• Effective collaboration & networking skills

Company Description

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 more than 60 years. With more than 7,000 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. 

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. 

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