Sr Director, Commercial Americas

TA Instruments; Burlington (VT); Remote; USD 191,000 - 255,000; Full time

Job summary

An established industry player is seeking a Sr Director for Commercial Americas to lead strategic sales initiatives across the US. This pivotal role involves developing a comprehensive commercial strategy, managing high-performing teams, and engaging directly with clients to drive growth. The ideal candidate will have a strong background in technical sales, particularly within the analytical instrumentation sector, and will be adept at forecasting and performance management. Join a forward-thinking company that values innovation and diversity, and take your career to the next level in a dynamic and supportive environment.

Qualifications

• 10+ years managing technical sales teams with proven leadership.
• Strong skills in commercial strategy and sales forecasting.

Responsibilities

• Develop a 3-year commercial strategy aligned with company goals.
• Engage with key clients and support sales teams in negotiations.

Skills

Commercial strategy

Sales forecasting

Leadership

Change management

Public speaking

Education

Bachelor's degree in science or engineering

MBA or technical master's

Tools

SFDC (Salesforce)

Power BI

Job description

Sr Director, Commercial Americas

Req. #: 21927

Job Family: FS - Field Sales

Location: US (various states)

Overview

In the midst of a materials revolution, innovation is moving forward at an unprecedented speed. TA Instruments and Waters are working together to support markets and measurements for demanding applications with instrumentation that offers performance, precision, and versatility. This role reports to the Commercial Vice President, TA Instruments, managing sales and regional marketing/demand generation teams, and is responsible for overall strategic direction, coordination, and evaluation of these units. The position can be based anywhere in the US.

Key Responsibilities

1. Develop a 3-year commercial strategy aligned with TA's goals.
2. Create accurate sales forecasts and performance goals for the region.
3. Lead staffing, training, performance evaluations, and organizational development.
4. Engage with key clients, support sales teams in relationship management, negotiations, and closing deals.
5. Oversee and direct marketing and inside sales activities for prospecting and lead generation.
6. Align scientific operations strategy with customer needs.
7. Optimize regional processes and control expenditures within budget.
8. Monitor competitors’ activities and products.
9. Deliver sales presentations and represent the company at trade events.
10. Assign territories, develop quotas, and recommend compensation plans.
11. Review market analyses and contribute to marketing strategies.
12. Participate in product development and provide customer insights.
13. Build and develop a high-performing team capable of achieving growth targets.
14. Use data tools (SFDC, Power BI) for decision-making.
15. Establish and manage project goals for continual achievement.
16. Communicate expectations, manage performance, and develop organizational talent.

Qualifications

• Bachelor's degree in science, engineering, or a related field; MBA or technical master's preferred.
• 10+ years managing technical sales teams.
• Strong commercial strategy and forecasting skills.
• Experience with analytical instrumentation industry preferred.
• Proven leadership, collaboration, and accountability skills.
• Effective change management and public speaking abilities.

Base salary ranges from $191,500 to $255,000 annually, depending on experience and location.

Company Description

Waters Corporation (NYSE: WAT) is a leading specialty measurement company with over 60 years of innovation in chromatography, mass spectrometry, and thermal analysis. With around 8,000 employees worldwide, Waters operates in 35 countries and offers products in over 100 countries. We focus on advancing healthcare, environmental management, food safety, and water quality. We value diversity and inclusion, and are committed to equal employment opportunity.