Overview
The Director of Sales is responsible for directly selling Wyatt Technology product services. This individual is held accountable for reaching business targets associated with the sale of instrument and software service plans, consumables and related solutions through direct selling, channel partners and e-commerce. The Director is responsible for establishing and maintaining strong rapport and relationship with both existing and new customers. This individual is expected to develop new and innovative ways to deliver product services solutions that enhance the customer experience and satisfaction, while driving additional sales growth. The Director will lead the Sales Team which is responsible for impacting product sales growth by providing comprehensive sales increases in sales productivity and focus on driving new opportunities.
- Create and maintain a sales plan with strategies and tactics to achieve business objectives including growth of new product lines and pursuing adjacent target markets.
- Meet and exceed annual product services sales goals.
- Ensure each territory develops methodology needed to achieve sales growth including: lead generation and nurturing, Key Account penetration, customer support, technical seminars, demos, training, and penetration activities within territory
- Directly lead the Regional/Account Manager and Field Application Scientist (FAS) team in USA and Canada
- Develop new and innovative ways to delivery product services and software solutions to customers.
- Improve efficiency by using our Customer Resource Management (CRM) system and inside sales.
- Build trust with customers and colleagues and maintain the highest level of integrity while building long-term relationships with customer’s Senior Management and establishing yourself as a trusted, inspiring leader
- Use Business Intelligence to understand business health, early identification of problem areas, key individual and team metrics, and territory optimization,
- Provide leadership and mentoring to the entire sales team via highly effective account visits and sales calls, one on one meetings, training, personal development programs, performance reviews, objectives settings and grievance resolution.
- Develop training to address gaps in required skills of field sales teams and develop effective and efficient sales and FAS talent; maintain a talent pipeline for all critical positions.
- Organize and implement sales meetings.
- Provide market intelligence, implement value selling, and leverage applications to identify companies and departments that could benefit from Wyatt technology.
- Apply a sales management team to identify Strengths, Weaknesses, Opportunities, and Threats for the organization, develop appropriate reaction plans and assure timely and high-quality execution of those plans.
- Supervise competitive activity and industry trends, develops driven solutions to meet sales goals.
- Complete Requests for Proposals and tenders in an accurate and timely manner.
- Optimize the use of our CRM system.
Qualifications
- B.S. in technical field, preferably Chemistry, Biochemistry or Chemical Engineering
- Ten (10) years of hands-on experience with light scattering, HPLC or related analytical instruments
- Experience selling services and after-sales solutions involving instrument and software service plans and consumables
- Knowledge of biopharmaceutical and polymer characterization techniques
- Experience with e-commerce and driving sales through secondary channels
- Strong written and verbal communication and social skills, sophisticated digital literacy.
- Minimum ten (10) years of direct work experience in a sales or product services capacity in the analytical instrumentation market.
- Minimum five (5) years of experience leading an inside and outside sales teams of 25 people or more.
- Key Account Management experience a plus.
- Experience of achieving at least a $60M yearly sales target with proven track record of year over year growth.
- Strong experience in qualifying opportunities involving multiple key decision makers, prospecting skills and ability to develop new business. #LI-Remote
Company Description
A career with Waters / Wyatt Technology
Waters and Wyatt share a science-led heritage and a customer-focused culture, and solving the most critical scientific challenges is a powerful mission that unites us both. We are One Company with One Focus, providing customers with cutting edge technologies and scientific expertise to support the research, development, and delivery of novel therapeutics and next-generation materials. By joining our company, you’ll join a collaborative team of innovators and problem-solvers, a team that is working hard to leave the world better than we found it. We support our employees as they achieve success at work and beyond, realizing rewarding careers, healthy lives, and bright futures. One Company. One Focus.
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’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.
Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and 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 status.
