Overview
This position oversees managing channel partners within China, accountable for ensuring the team has effective customer relations, develops opportunities for growth within an existing customer base, and assures market penetration and profitability while achieving sales and profit forecasts. This is an excellent opportunity for an experienced professional who enjoys business management and channel strategy development and management.
Responsibilities
- Ensure that the region reaches AOP and delivers growth
- Establish sales targets for each distributor consistent with sales growth, product volume and discount goals.
- Provide accurate and timely forecasts, lost order reports, sales KPI's and competitive data. Ability to take corrective actions to get business back on track when there are gaps-to-plan.
- Maintain CRM database to ensure strong funnel management all new leads are distributed to the appropriate distributor and contacted by them a timely manner. Ensure that all active prospects have appropriate follow-up in conjunction with the steps to transition the opportunity to a sale.
- Provide leadership and support to the distributor teams, coach and mentor to help improve skills. Conduct regular customer visits with distributors and providing feedback to help improve performance.
- Drive continuous improvement of the distribution channel, termination of underperforming distributors, selection of new partners and addition of distribution channels, where appropriate.
- Provide and/or coordinate technical sales training on new and existing products to distributors.
- Gain market intelligence qualitative and quantitative around end use market sizes and change
- Ability to work with marketing/product management and application teams to deliver targeted lead generation program to help support funnel health. Work with distributors to execute seminar, workshop, lunch and learns and other customer face to face activities.
- Perform other tasks as required.
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Qualifications
- engineering with relevant technical experience to understand highly complex technical products.
- Minimum 5 years channels and/or distributors commercial management experience, with proven track record of over delivery and strong business acumen.
- Demonstrate experience successfully managing and motivating distributors in a global high technology environment
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.