Commercial Operations Sr Principal

The Commercial Operations Sr. Principal is an industry expert responsible for developing and driving strategic commercial initiatives while ensuring smooth day-to-day execution across the Biologics business. This role partners with senior commercial and field leadership to design and optimize sales processes, enable field productivity, and create visibility into business performance. This role applies expert knowledge and complex specialization to design long-term solutions for business challenges 

The successful candidate will balance strategic leadership with operational rigor and a strong orientation toward field execution. This individual should be outcome-oriented, collaborative, and capable of working effectively in a dynamic, cross-functional environment. 

• Serve as a trusted advisor and thought leader, leveraging deep industry expertise to influence commercial strategy and execution. 

• Collaborate with commercial excellence and senior regional field leadership to define, cascade, and track key global and regional performance metrics for sales execution and commercial effectiveness. 

• Lead consistent reporting and performance tracking for the Biologics business, directly leveraging CRM and reporting tools to measure these key metrics across the Biologics business and highlighting critical sales actions and outcomes.  

• Partner with regional field leadership to translate insights from key performance metrics into clear recommendations to enable improved sales execution. Likewise, solicit feedback to gather actionable market and customer insights that can enable stronger central commercial strategies.  

• Monitor and optimize core sales processes (funnel management, opportunity progression, pipeline generation, account management) to ensure consistent, efficient execution while enabling regional nuances. 

• Develop and execute sales performance improvement initiatives and new processes as needed, ensuring alignment with sales leadership’s objectives and business goals. 

• Collaborate with CRM and commercial tool teams to provide input on user requirements and enhancements; ensure stability, usability, and adoption among the field teams 

• Provide input on creation of incentive plans, ensuring they directly drive sales actions and are in sync with overarching business goals and sales strategies. 

• Guide territory alignment and coverage updates to ensure clarity, consistency, and accurate reflection within commercial systems. 

This is a hybrid role based out of Milford, MA 3 days a week Tuesday, Wednesy & Thursday)

Education: 

• Bachelor’s degree required; MA/MS/MBA or other advanced degree preferred 

Experience: 

• 12+ years in Commercial / Sales Operations, Commercial Excellence, or Sales; life science experience preferred 

• Proven ability to work with / as field sales to interpret performance metrics and drive improvements in execution 

• Demonstrated ability to build and manage commercial KPIs and reporting that inform decision-making 

• Strong proficiency with Salesforce and Power BI and comfort with building dashboards and reports that create insights and inform commercial decision-making 

• Exposure to territory design, incentive compensation planning, and sales coverage models 

Competencies: 

• Strategic and analytical mindset with ability to solve complex problems  

• Operates with autonomy and sound judgment under shifting priorities 

• Drives alignment and outcomes without formal authority 

• Maintains high-quality execution while managing ambiguity and shifting demands 

Waters Corporation (NYSE:WAT) is a global leader in analytical instruments, separations technologies, and software, serving the life, materials, food, and environmental sciences for over 65 years. Our Company helps ensure the efficacy of medicines, the safety of food and the purity of water, and the quality and sustainability of products used every day. In over 100 countries, our 7,600+ passionate employees collaborate with customers in laboratories, manufacturing sites, and hospitals to accelerate the benefits of pioneering science. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.