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
Responsibilities Develop and execute a comprehensive business
plan for the Clinical business to drive consistent sustainable
growth in the Americas – business strategies; pricing models;
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
Active collaboration with Americas GMs and Sr leadership to
align and ensure successful execution of the Clinical business
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
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
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
Qualifications Minimum BS in Technology or Business field. MBA
10 years of experience working with clinical markets strongly
5+ years in commercial roles with a proven history of
Ability to effectively influence at the executive level and
within peer group
Strong leadership skills required
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
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
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