Sr Director, Commercial Americas

TA Instruments; Delaware; Remote; USD 191,000 - 255,000; Full time

Job summary

A leading instrumentation company is seeking a Sales Director to manage technical sales teams across the United States. This role involves developing commercial strategies, managing team performance, and representing the company at key client meetings. The ideal candidate has over 10 years of sales management experience and a strong background in analytical instrumentation. This position offers a competitive salary ranging between $191,500 and $255,000 annually.

Qualifications

• 10+ years of successful experience in managing technical sales teams.
• Familiarity with analytical instrumentation industry preferred.
• Effective change agent able to operate in ambiguity.

Responsibilities

• Develop 3-year commercial strategy aligned with TA strategy.
• Manage sales forecasts and performance goals for the region.
• Build and manage a high-performing team to achieve growth targets.

Skills

Strategic sales management

Commercial strategy development

Public speaking

Cross-functional team leadership

Education

Bachelor's degree in science, engineering or technology-oriented field

MBA or technical master’s

Job description

Overview

In the midst of a materials revolution, innovation is moving forward at an unprecedented speed. TA Instruments and Waters are working together to aid this advancement by supporting a wide array of markets and measurements to meet the most demanding applications. Our instrumentation, unparalleled in performance, precision, and versatility, can help you move forward fast to become a key player in the development of these new materials.

No matter the market, no matter the material, no matter the application, TA Instruments and Waters will be there creating tomorrow with the tools of today.

Reporting to the Commercial Vice President, TA Instruments, this role manages supervisors and employees in Sales and Regional Marketing/Demand Generation. Is responsible for the overall direction, coordination, and evaluation of these units. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Provides commercial strategy, Annual Operating Plan (AOP) support and design and develops territory metrics and incentive plans for the region. Driven to achieve quarter and product targets.

This role can be based anywhere in the US.

Responsibilities

• Develops a 3-year commercial strategy to grow the region aligned with TA strategy.
• Develops accurate sales forecasts and sets performance goals accordingly for assigned region.
• Directs staffing, training, and performance evaluations to develop and control sales programs as well as talent and organizational development.
• Meets with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.
• Oversees and directs Commercial Marketing and inside sales activities for prospecting, lead, and opportunity generation.
• Oversees and directs the direction of Field Scientific operations, aligning its strategy with customer needs.
• Directs process harmonization/optimization for the region.
• Analyzes and controls expenditures of division to conform to budgetary requirements.
• Monitors and evaluates the activities and products of the competition.
• Delivers sales presentations to key clients in coordination with sales representatives.
• Represents the Company at trade association meetings to promote products.
• Assigns sales territory to sales representatives; develops and recommends territory quotas; recommends, prepares, and communicates variable compensation plans.
• Reviews market analyses to determine customer needs, price schedules, and discount rates.
• Participates and provides input to the Marketing organization on programs and services needed to promote sales activities.
• Participates in product development discussions to provide customer and field sales input.
• Builds a high-performing focused team capable of consistently achieving company growth targets and ensures team members understand expectations and deliver outcomes.
• Uses data (SFDC / Power BI) to make decisions for long-term growth of the business.
• Establishes and manages project goals needed for continual achievement of these goals in a timely and cost-efficient manner.
• Builds, trains, develops and manages a team capable of delivering business-critical results.
• Communicates expectations, manages performance, coaches and develops organizational talent to enhance employee satisfaction and overall results for TA.

Qualifications

• Bachelor's degree in science, engineering or technology-oriented field required. Advanced degree such as MBA or technical master’s preferred.
• 10+ years of successful experience in managing technical sales teams.
• Commercial strategy and accurate forecasting skills.
• Familiarity with analytical instrumentation industry preferred.
• Strong leadership skills fostering collaboration, execution, and accountability; ability to manage cross-functional teams across a matrixed organization.
• Effective change agent able to operate in ambiguity to deliver business strategy.
• Ability to present and strong public speaking skills.

The general base pay for this position ranges from $191,500 per year to $255,000 per year. Pay is based on several factors including market location, job-related knowledge, skills, and experience.

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 over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.

Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We are problem solvers and innovators that transform the world of human health and well-being.

Diversity and inclusion are fundamental to our core values. Waters is an equal opportunity workplace and 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.