Sr Director, Commercial Americas

TA Instruments; City of Albany (NY); Remote; USD 191,000 - 255,000; Full time

Job summary

Join a forward-thinking company at the forefront of a materials revolution. As a Senior Director in Commercial Americas, you'll lead innovative sales strategies and manage high-performing teams across the US. This role involves developing commercial strategies, driving sales forecasts, and optimizing processes to achieve growth targets. You'll engage with key clients, support your team in building relationships, and represent the company at trade events. If you're passionate about leadership and thrive in a dynamic environment, this opportunity is perfect for you.

Qualifications

• 10+ years managing technical sales teams.
• Strong strategic planning and leadership skills.
• Experience in analytical instrumentation preferred.

Responsibilities

• Develop a 3-year commercial strategy aligned with company goals.
• Manage staffing, training, and performance evaluations.
• Engage with key clients and support sales teams.

Skills

Strategic Planning

Sales Forecasting

Leadership

Public Speaking

Analytical Skills

Education

Bachelor's degree in Science or Engineering

MBA or Technical Master's

Tools

SFDC

Power BI

Job description

Sr Director, Commercial Americas

Req. # 21927

Job Family FS - Field Sales

Location US | US-DE | US-MA | US-MD | US-MI | US-MN | US-NY | US-PA | US-TX | US-UT | US-VT | ...

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 a wide array of markets and measurements, providing instrumentation that is unparalleled in performance, precision, and versatility. This role reports to the Commercial Vice President, TA Instruments, and manages sales and regional marketing/demand generation teams. The position involves developing commercial strategies, supporting the Annual Operating Plan (AOP), and setting territory metrics and incentive plans to achieve product and quarter targets. This role 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. Manage staffing, training, and performance evaluations to develop sales programs and organizational talent.
4. Engage with key clients, support sales teams in maintaining relationships, and assist in negotiations.
5. Oversee and direct Commercial Marketing and inside sales activities for prospecting, lead, and opportunity generation.
6. Guide Field Scientific operations to align strategies with customer needs.
7. Optimize processes within the region and monitor expenditures to stay within budget.
8. Analyze competitors’ activities and products.
9. Deliver sales presentations and represent the company at trade events.
10. Assign territories, develop quotas, and recommend variable compensation plans.
11. Review market analyses to inform pricing and discount strategies.
12. Contribute to marketing programs and product development discussions.
13. Build and develop a high-performing team capable of achieving growth targets.
14. Utilize data tools (SFDC / Power BI) for decision-making.
15. Establish and manage project goals for continual achievement.
16. Communicate expectations, manage performance, and coach team members.

Qualifications

• Bachelor's degree in science, engineering, or a related field; MBA or technical master's preferred.
• 10+ years managing technical sales teams.
• Strong strategic planning, forecasting, and leadership skills.
• Experience in analytical instrumentation industry preferred.
• Excellent communication and public speaking skills.
• Ability to operate in ambiguity and drive change.

The estimated base salary ranges from $191,500 to $255,000 annually, based on experience and location.

Company Description

Waters Corporation (NYSE: WAT) is a global leader in specialty measurement, pioneering innovations in chromatography, mass spectrometry, and thermal analysis for over 60 years. With around 8,000 employees in 35 countries, Waters is dedicated to advancing healthcare, environmental management, food safety, and water quality. We value diversity and are committed to equal employment opportunities and fostering an inclusive workplace.