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Waters Director, Commercial Operations and Transformation in Milford, Massachusetts

The Director Commercial Operations and transformation is responsible for developing and executing a clear and consistent strategy across the Americas to enable achievement of growth goals. Leading efforts to develop, plan and execute on a commercial strategy for the Americas sales, service and field market teams. This includes management of critical resources, organization of sizing and territory alignment, incentive compensation (IC) plans, sales data management and overall management of the CRM (SalesForce.com) for the Americas region.

Additionally, this will be the leader and owner of the Transformation efforts within the Americas. Coordinating with broader efforts in our worldwide organization to ensure alignment, clarity and focus on growth. This role will collaborate with various cross-functional teams to identify and address opportunities and challenges within the Americas. Ensuring clear communication and consistency in high quality execution and rollout of business initiatives (standardize deployment of marketing material, IC program, POA communication, reporting, etc.).

Finally, the Director of Commercial Operations & Transformation will help to identify the needs of Americas field management for critical success measurements. This includes working with the Global Commercial Operations team to develop key analyses, reporting and dashboards so the teams can more quickly spot business trends and maximize sales potential. The successful candidate is capable of working in a multi-functional environment to help drive the success of the company. He or she should be highly creative, energetic, positive confident, diplomatic, independent and entrepreneurial.

  • Work with VP’s team to develop metrics across Marketing, Sales and Service to measure the effectiveness of the region field organization.

  • Work with GMs, Regional Sales Managers (RMs), Field Marketing leaders and Service leaders to gain critical market and customer insights and analytics. This includes leveraging SFDC tools to spot trends in the sales and buying cycles and identifying ways to measure and improve sales, service marketing effectiveness. Developing strategy for assigned region by identifying pain points and areas for development around people, process, technology and data.

  • Work closely with the finance team, HR and field leaders to help hone incentive plans; ensuring alignment with broader strategic goals.

  • Own responsibility for transformation of the Americas sales, service and marketing teams, particularly for the execution of strategic initiatives, managing resources and being accountable for ensuring successful execution.

  • Work with other Global Market leaders, Field Marketing and Field leadership to create, define, implement, and assess effective sales processes and/or build new capabilities that add value to the business while allowing intentional variation for market/culture differences as needed.

  • Work with Sales Enablement and Commercial tools teams to create common sales practices to increase effectiveness of sales team and help design the appropriate metrics to measure impact.

  • Partner with the Field Marketing, Sales and Service teams to identify areas to develop a more coordinated and aligned approach to serving customers and prospects.

  • Establish and gain alignment on a vision for the Commercial Operations capability so that business leaders, sales leaders and sales professionals and the field marketing and service teams believe this strategy will help them achieve superior results.

  • Work with the sales enablement team to identify and develop, plan and execute sales skills training to all levels of the commercial organization.

  • Be a key thought leader on sales processes and emerging sales technologies. Identify opportunities to experiment for experimentation to create value through global innovative sales processes and/or technologies.

  • Manage the development and execution of sales performance improvement strategies in alignment with sales leadership expectations and business goals. Ensure that incentives meet business objectives in accordance with our compensation philosophy.

Education:

  • Bachelor’s degree required; MA/MS/MBA or other advanced degree preferred

Experience:

  • In-depth international experience in a variety of functional areas including sales management, commercial process development, sales strategy and deployment and leverage of analytics and tools to drive new commercial business opportunities.

  • Significant track record of successfully leading a team and coaching direct reports

  • Knowledge of various sales strategies, as well as broad base business acumen

Competencies:

  • Strong interpersonal skills as well as excellent verbal communication and presentation skills

  • Ability to manage multiple non-connected projects and prioritize time/activities

  • Ability to develop new sales strategies, build business cases, gain internal/external support, and drive implementation

  • Ability to plan and align organizational resources to best achieve success on a variety of projects while properly managing time, with key focus to optimize work processes

  • Has a strong customer focus and capability to balance stakeholders

  • Drives vision and purpose, with a global, strategic, analytical and innovative mindset

  • Is organizational savvy and shows strong persuasion traits

Skills:

  • Proficient in Microsoft Excel, Word, & especially, PowerPoint

  • Fluent in English (verbal and written)

Other requirements:

  • The ability and willingness to travel domestically and internationally as required (up to 25%)

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 more than 60 years. With more than 7,000 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’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.

Company Name: Waters Division

External Company URL: www.waters.com

Street: 34 Maple Street

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