Head of Sales, Industrial Media at Waters Corporation

Job description

The Head of Sales - Industrial Media, is responsible for leading and developing a high-performing sales organization focused on driving revenue growth, market share expansion, and profitability across the Advanced Diagnostics portfolio, and specifically into the industrial media in Pharmaceutical, Biotech, Personal Care, Healthcare, Clinical Laboratory, and Manufacturing markets. Reporting directly to the VP/GM, North America, the candidate provides strategic leadership to a team of Industrial Pharmaceutical Account Executives while maintaining executive-level engagement with key customers and stakeholders. The candidate is accountable for achieving national financial objectives, driving commercial execution, developing talent, expanding market share, and delivering sustainable business growth across Industrial Media products. • Develop and execute industrial business strategies to achieve revenue, profitability, and market share objectives. • Lead industrial sales efforts across Pharmaceutical, Biotech, and Personal Care markets. • Recruit, hire, onboard, train, develop, and retain high-performing industrial sales professionals. • Conduct field coaching, joint sales calls, performance reviews, territory assessments, and development planning. • Build and maintain relationships with healthcare executives, laboratory directors, quality leaders, procurement teams, and C-suite stakeholders. • Drive industrial strategic account growth through consultative and system-selling methodologies. • Serve as a subject matter expert in industrial microbiology, pharmaceutical manufacturing, biotech, and personal care industries. • Maintain expertise in regulatory requirements, compendial methods, quality systems, validation processes, and laboratory standards. • Collaborate with industrial Strategic Customer Groups, National Accounts, Marketing, Sales Specialists, Operations, Finance, and Executive Leadership. • Develop accurate industrial forecasts, manage budgets, monitor profitability, and ensure disciplined CRM utilization. • Organize and lead regional meetings, business reviews, sales training programs, and planning sessions. • Build and maintain industrial KOL relationships throughout the country. • Analyze market trends, competitive activity, and customer needs to identify growth opportunities. • Ensure compliance with company policies, OSHA regulations, laboratory safety requirements, and industry standards. • Maintain full accountability for industrial business P&L • Bachelor's degree in Life Sciences, Biological Sciences, Business, Healthcare Administration, or a related field. • Minimum 10 years of sales management or leadership experience. • Minimum 10 years of medical, laboratory, diagnostics, pharmaceutical, biotechnology, healthcare, or related sales experience. • Demonstrated history of exceeding sales quotas, profitability goals, and business objectives. • Strong financial, analytical, communication, negotiation, and leadership skills. • Proficiency in Salesforce.com CRM and Microsoft Office Suite. • Ability to build executive-level relationships and influence stakeholders across organizations. • Ability to travel up to 75%. Preferred Qualifications • Degree in Microbiology or related Life Sciences discipline, and MBA. • Capital equipment sales experience. • Experience in Pharmaceutical, Medical Device, Biotechnology, Manufacturing, QC/QA, or Healthcare markets. • Experience managing multi-state territories and geographically dispersed teams. Core Competencies • Strategic Leadership • Commercial Excellence • Talent Development & Coaching • Executive Relationship Management • P&L Management • Business Development • Consultative Selling • Market Development • Regulatory Expertise • Cross-Functional Leadership • Change Management • Customer-Centric Decision Making Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide. Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.

Requirements

Must-haves

• Develop and execute industrial business strategies to achieve revenue, profitability, and market share objectives.
• Lead industrial sales efforts across Pharmaceutical, Biotech, and Personal Care markets.
• Recruit, hire, onboard, train, develop, and retain high-performing industrial sales professionals.
• Conduct field coaching, joint sales calls, performance reviews, territory assessments, and development planning.
• Build and maintain relationships with healthcare executives, laboratory directors, quality leaders, procurement teams, and C-suite stakeholders.
• Drive industrial strategic account growth through consultative and system-selling methodologies.
• Serve as a subject matter expert in industrial microbiology, pharmaceutical manufacturing, biotech, and personal care industries.
• Maintain expertise in regulatory requirements, compendial methods, quality systems, validation processes, and laboratory standards.
• Collaborate with industrial Strategic Customer Groups, National Accounts, Marketing, Sales Specialists, Operations, Finance, and Executive Leadership.
• Develop accurate industrial forecasts, manage budgets, monitor profitability, and ensure disciplined CRM utilization.
• Organize and lead regional meetings, business reviews, sales training programs, and planning sessions.
• Build and maintain industrial KOL relationships throughout the country.

Nice-to-haves

• Degree in Microbiology or related Life Sciences discipline, and MBA.
• Capital equipment sales experience.
• Experience in Pharmaceutical, Medical Device, Biotechnology, Manufacturing, QC/QA, or Healthcare markets.
• Experience managing multi-state territories and geographically dispersed teams.
Core Competencies
• Strategic Leadership
• Commercial Excellence
• Talent Development & Coaching
• Executive Relationship Management
• P&L Management
• Business Development
• Consultative Selling

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: icims
Effort: medium