Overview
Waters, the world's leading specialty measurement company that cares about inclusion and diversity is seeking for a Director - Commercial Opeartions , based in Waters India, Bangalore.
Overall responsibilities include strategic and tactical field-based planning for sales force and field markets teams, organization of sizing and territory alignment, incentive compensation (IC) plans, sales data management and overall management of the CRM for the region. This position will collaborate with various cross-functional teams to identify and address business challenges and opportunities to ensure clear communication and consistency in high quality execution and rollout of business initiatives (standardized deployment of marketing material, IC program, POA communication, reporting, etc.).
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Finally, the Director of Commercial Operations will help to identify the needs of the field sales management to have the Commercial Analytics team to develop key analyses, reporting and dashboards so the teams can effectively understand business trends and maximize sales potential. The successful candidate can work in a multi-functional environment to help drive the success of the company. He or she should be energetic, positive thinking, confident, diplomatic, independent and entrepreneurial.
Responsibilities
- Development and implementation of strategy to drive revenue growth, improved operational efficiency and areas for development around people, process, technology and data.
- Work with VP's team to develop a Performance Monitoring strategy, including Key Performance Indicators (KPIs) across Marketing, Sales and Service to ensure effectiveness and alignment to business objectives.
- Work with GMs, Regional Sales Managers (RMs), Field Marketing leaders and Service leaders to identify best practices and processes to maximize productivity and reduce costs; whilst sharing the same with the broader Commercial Operations team to be leveraged globally.
- Monitor, communicate and manage risk within the sales funnel for the delivery of forecast.
- 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.
- Partner with the Commercial tools team to drive funnel management through CRM platform across the business. Work closely with them to manage, prioritize and oversee the implementation of enhancement requests and new capabilities for the sales and service teams.
- Be a key thought leader on sales processes and emerging sales technologies. Identify opportunities 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.
- Responsible for strategic and tactical field-based planning for salesforce structure, sizing and territory alignment
- Lead strategic projects and deploy project management
- Other requirements:
- The ability and willingness to travel domestically and internationally as required (up to 25%)
Qualifications
Education:
- Bachelor's degree required; MA/MS/MBA or other advanced degree preferred
Experience:
- In-depth 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)
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'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.