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Sr Director, Americas Clinical Business

Company: Waters Corporation
Location: Milford
Posted on: September 12, 2020

Job Description:

Waters’ technology has served the most exacting customers for close to 60 years and has built a $2+ billion business. To build upon our successes and to drive sustainable growth, Waters Corporation is undergoing a transformation within our Global Markets organization that will enable deeper customer insights and more effective commercial market development.

Reporting to the VP of the Americas Field Operations, this role will lead the Americas Clinical business, working closely with the North and Latin American commercial teams, to drive the development and growth of clinical markets, including diagnostics, research, forensics and toxicology. Critical to the role is to work closely with the Global Clinical and Product Marketing teams to drive commercialization activities. Partnership with the Field Teams is expected to drive our position as the world’s leading Specialty Measurement Company.

Responsibilities Develop and execute a comprehensive business plan for the Clinical business to drive consistent sustainable growth in the Americas – business strategies; pricing models; organization structure

Build and develop a high performing team. This includes sales, marketing, service and support professionals that value diverse backgrounds and inclusive culture.

Responsible for Market Access Strategy including product registration strategy, quality management systems, marketing, regulatory affairs and quality assurance. Oversee field and product marketing teams to ensure successful product registration and commercialization of new product releases, capabilities and marketing campaigns.

Active collaboration with Americas GMs and Sr leadership to align and ensure successful execution of the Clinical business plan

Build strong clinical market institutional knowledge across the territories. Stay current on industry trends to incorporate as appropriate into the strategy.

Work closely with the field teams and product marketing teams to drive Waters AOP.

Develop and grow customer and market relationships Establish Key Account Management process for must win clinical customers.

Meet regularly with key customers and industry stakeholders.

Maintain clinical KOL relationships and partner with key thought leaders to understand and grow emerging segments of clinical market

Work closely with field teams to capture VOC and determine key customer needs in key sub-markets.

Perform macro market assessments across key clinical segments, working with the cross-functional teams to quantify current and future market size estimates.

Develop deep understanding of competitor strategies across platforms. Work with product marketing and Commercial Operations to provide the field with tools/training to combat these and product owners to maintain our competitive leadership.

Identify key business partnerships (e.g. reagent partners) and potential commercial relationships to support revenue growth strategy.

Oversee service and support team to ensure high customer satisfaction and an outstanding customer experience

Work closely with compliance and legal teams to ensure business compliance.

Qualifications Minimum BS in Technology or Business field. MBA preferred.

10 years of experience working with clinical markets strongly preferred

5+ years in commercial roles with a proven history of success

Ability to effectively influence at the executive level and within peer group

Strong leadership skills required

Key Skills:

Deep understanding of Waters’ products

Strategic mindset with strong execution focus

Change management advocate

Strong interpersonal 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 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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Keywords: Waters Corporation, Milford , Sr Director, Americas Clinical Business, Other , Milford, Connecticut

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