Sr Director, Commercial Americas

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

Job summary

An established industry player is seeking a dynamic Sr Director to lead their Commercial Americas team. This role is pivotal in shaping the commercial strategy and driving growth across the region. With a focus on collaboration and performance, the ideal candidate will manage sales teams, optimize processes, and ensure alignment with market needs. This position offers a unique opportunity to influence the future of analytical instrumentation, making it an exciting challenge for those passionate about innovation and leadership. Join a forward-thinking organization where your strategic vision can thrive.

Qualifications

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

Responsibilities

• Develop a 3-year commercial strategy to grow the region.
• Lead staffing, training, and performance evaluations.

Skills

Commercial Strategy

Sales Forecasting

Leadership

Client Relationship Management

Team Development

Education

Bachelor's degree in Science or Engineering

MBA or Technical Master's

Tools

SFDC

Power BI

Job description

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Overview

In the midst of a materials revolution, innovation is moving forward at an unprecedented speed. Over the next decade, the rapid advancement in materials will have a massive impact. TA Instruments and Waters are working together to support this advancement by serving 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 quickly to become a key player in the development of these new materials.

Reporting to the Commercial Vice President, TA Instruments, this role manages supervisors and employees in Sales and Regional Marketing/Demand Generation. It is responsible for the overall direction, coordination, and evaluation of these units. The role involves providing commercial strategy, supporting the Annual Operating Plan (AOP), and designing territory metrics and incentive plans for the region. The ideal candidate is driven to achieve quarterly and product targets.

This role can be based anywhere in the US.

Responsibilities

• Develop a 3-year commercial strategy to grow the region aligned with TA strategy.
• Create accurate sales forecasts and set performance goals for the assigned region.
• Lead staffing, training, and performance evaluations to develop and control sales programs, talent, and organizational development.
• Meet with key clients, assist sales representatives in maintaining relationships, and negotiate and close deals.
• Oversee Commercial Marketing and inside sales activities for prospecting, lead, and opportunity generation.
• Direct the operations of Field Scientific teams, aligning strategies with customer needs.
• Optimize and harmonize processes within the region.
• Manage expenditures to conform to budgetary requirements.
• Monitor competitors’ activities and products.
• Deliver sales presentations to key clients in coordination with sales reps.
• Represent the company at trade association meetings.
• Assign sales territories, develop quotas, and recommend variable compensation plans.
• Analyze market data to determine customer needs, pricing, and discounts.
• Contribute to marketing programs and product development discussions.
• Build and lead a high-performing team capable of achieving growth targets.
• Utilize data tools (SFDC / Power BI) for decision-making to ensure business growth.
• Establish and manage project goals for timely and cost-efficient results.
• Communicate expectations, manage performance, and develop organizational talent.

Qualifications

• Bachelor's degree in science, engineering, or a technology-related field; an advanced degree like an MBA or technical master's is preferred.
• 10+ years of successful experience managing technical sales teams.
• Strong skills in commercial strategy and forecasting.
• Familiarity with the analytical instrumentation industry is preferred.
• Proven leadership skills fostering collaboration, teamwork, and accountability across cross-functional teams.
• Ability to operate effectively in ambiguity and implement business strategies.
• Excellent presentation and public speaking skills.

The base salary range for this position is $191,500 to $255,000 per year, depending on factors such as location, experience, and skills.