Senior Manager Commercial Excellence, Clinical Business Unit
Posted on: June 22, 2022
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.
- 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
- 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 KPIs.
- 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.
- Bachelors degree required: MA/MS/MBA or other advance degree
- 5 years experience in Commercial Operations &/or Sales
- Experience and prefer some formal education on process analysis
- Significant experience with Salesforce-based CRM platforms
- Experience selling or operating Clinical laboratory equipment
- Must have relevant experience in running cross-functional
- 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 organizationKey Skills:
Continuous Process ImprovementDeep
understanding of Waters clinical products preferred, Clear
communicatorStrong interpersonal skillsEffective collaboration &
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. Were the
problem solvers and innovators that arent afraid to take risks to
transform the world of human health and well-being. Were 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.
Keywords: Waters, Worcester , Senior Manager Commercial Excellence, Clinical Business Unit, Executive , Berlin, Massachusetts
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