Waters Corporation

  • Sr. Director of Global Accounts

    Req. #
    9491
    Company Name
    Waters Division
    Category
    Field Sales
    Location
    US-MA | US-MA-Milford | US-CA | US-NJ
    Type
    Regular Full-Time
  • Overview

    Reporting to the Vice President of the Americas, the Sr. Director of Global Accounts is responsible for generating and maximizing sales revenues within the Waters’ product portfolio globally.  The position is responsible for managing an organization of global sales executives focused on relationship building and managing the global business within our largest strategic accounts.  The successful candidate will have a proven track record managing global teams to drive customer engagement and business growth. 

     

    This position can be located anywhere in the United States. 

     

    Responsibilities

    • Managing the global business and key relationships within our largest global and strategic accounts
    • Creates and implements strategic marketing plans that successfully achieve business objectives
    • Collaborates with the geographic business owners (VP's, GM's) to develop account specific plans and implement executive level business plans in identified accounts
    • Responsible for developing and managing key strategic relationships with our largest global accounts and is accountable for the relationship with Global Procurement within these accounts
    • Acts as the business leader coordinating efforts to identify large global opportunities for all technology centers and coordinating efforts to win this business
    • Responsible for coordinating and managing the global Informatics opportunities and relationships with the key IM stakeholders within key accounts, while keeping key internal stakeholders informed
    • Responsible for coordinating global business development activities at identified Global Accounts
    • Contract negotiation of our global accounts will be the responsibility of the Global Contract Management team but the Director of Global Accounts will be responsible for coordinating internal business decisions from the geographies
    • Monitors and understand competitors’ products, including relevant sales and marketing data
    • Develops an operating budget for Strategic and Informatics Account groups

    Qualifications

     

    • BS/Masters/PhD in a scientific discipline (e.g. chemistry, biology or biochemistry) or a science-related field of study
    • The successful candidate is a leader with a track record of over 10 years in commercial leadership roles, including at least three years with full P&L accountability at a regional level. S/he has proven ability to integrate an understanding of sound business and financial fundamentals with in-depth knowledge of the market and industry.
    • This individual has a strong track record developing and leading high performing teams, nurturing a culture of openness and collaboration, operating in a matrix environment. S/he has high business ethics and a long-term commitment to the business mission, the organization and the team, which blends with the Waters culture anchored on core values (deliver benefit), collaboration and passion for what they do.
    • Position location is flexible and requires approximately 25% time in Milford, MA Corporate HQ
    • In terms of the performance and personal competencies required for the position, we would highlight the following:

     

    Setting Strategy

    • Creates competitive and breakthrough strategies and plans
    • Anticipates future consequences and trends accurately
    • Translates vision into clear and realistic plans
    • Fast learner who is able to quickly achieve a thorough understanding of business opportunities for Waters and adapt business models to a fast changing market and regulatory environment

     

    Executing for Results

    • Consistently strives to achieve challenging goals and objectives, can be counted on to exceed targets, and steadfastly pushes self and others for results
    • Demonstrates the ability to effectively manage, coordinate and deploy human, technical, and financial resources to achieve business plans
    • Capable program, project, and process manager
    • The successful candidate sets compelling goals and aggressive schedules for improvement, conveys a sense of urgency, and drives issues to closure

     

    Leading Teams

    • S/he will be a pragmatic and operational leader who can build, energize, and lead a multifunctional team
    • Moreover, s/he can engage the team through enthusiasm and excitement about the business
    • Identifies and keeps others focused on the most important metrics that drive the business
    • Has a track record of motivating and inspiring teams to give their best by focusing on shared goals and values will be important
    • Gets actively involved in sourcing, selecting, developing, and retaining top talent for key positions and future business success
    • Should be ambitious regarding self and his/her team but humble in the approach

     

    Building Relationships and Using Influence

    • Engages others in ways that gain their willing support and cooperation in pursuing initiatives or ​particular courses of action
    • Is attentive to the different ways that others are persuaded
    • Gains acceptance by understanding the viewpoints of others and seeking win/win solutions
    • Understands the complexities in the organization; is practical and perceptive in using appropriate methods, resources and the cooperation of others to accomplish objectives

     

    Employee Success Model Competencies:

    Leadership competencies

    • Authentic - Operates with integrity, transparency and humility
    • Enterprise Minded - Acts as a true company owner to advance the overall interests of Waters
    • Outside-In Thinkers - Carries a broad global perspective of markets, technologies and trends
    • Agile - Balances clear strategic thinking and accountability in execution to deliver results
    • People Focused - Actively creates the conditions for Waters’ people and teams to succeed

    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 nearly 60 years. With approximately 7,000 employees worldwide, Waters operates directly in 31 countries, including 15 manufacturing facilities, and with products available in more than 100 countries.

     

    Waters Corporation's businesses include Waters, TA Instruments, VICAM, ERA, and Nonlinear Dynamics.

     

    Waters creates business advantages for laboratory-dependent organizations by delivering ultra performance liquid chromatography (UPLC), high-performance liquid chromatography (HPLC), chromatography columns and chemistry products, mass spectrometry systems, laboratory informatics solutions, and comprehensive service programs to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.

     

     

    Diversity and inclusion are fundamental to our core values at Waters Corporation. Celebrating diversity is important to us. We 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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