Commercial Excellence Sr Principal

Overview

The Commercial Excellence Senior Principal is responsible for developing and performing a clear and consistent strategy across the Biologics Business Unit to enable achievement of growth goals.  This role will lead efforts to develop, plan and complete a commercial strategy.  This can include, but not limited to, sizing and territory alignment, incentive compensation (IC) plan strategy and execution, sales data management and overall management of the CRM (SalesForce.com) for the Biologics Business Unit region.  Additionally, this role will lead the creation of dashboards and reporting to drive transparency and insights across our business unit.  

The Commercial Excellence Senior Principal will help to identify the needs of the Biologics Business Unit for critical success measurements and KPIs.  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 enhance sales potential. The successful candidate is capable of working in a multi-functional environment to help drive the success of the company.  This person should be highly creative, energetic, positive, confident, diplomatic, independent and entrepreneurial.

This is a hybrid position

The general base pay for this position ranges from $134,500 to $179,500. Pay is based on several factors including market location, job-related knowledge, skills, and experience.

Responsibilities

• Collaborate with senior leadership to define and implement key performance metrics that measure the effectiveness of the field sales teams within the Biologics Business Unit, with a strong emphasis on driving field sales performance.
• Partner with GMs, Regional Sales Managers (RMs), and Service leaders to gather actionable market and customer insights, demonstrating SFDC tools to identify trends in sales and buying cycles, and actively develop strategies to improve sales execution.
• Work closely with the finance, HR, and field leadership teams to align and refine incentive plans, ensuring they directly drive sales actions and are in sync with overarching business goals and sales strategies.
• Design, implement, and refine effective sales processes that drive field action, ensuring they are aligned with strategic goals but adaptable to regional market needs and cultural differences.
• Collaborate with Sales Enablement and Commercial Tools teams to standardize and enhance sales practices across the field, focusing on creating scalable tools and metrics that drive sales team productivity and measure their impact on revenue generation.
• Lead consistent reporting and performance tracking for the Biologics Business Unit, ensuring alignment with other field regions while tailoring reports to highlight critical sales actions and outcomes.
• Be a key driver of sales innovation by exploring and recommending emerging sales technologies and processes that can drive measurable value in the field, while experimenting with new ideas to enhance sales effectiveness globally.
• Be responsible for the development and execution of sales performance improvement initiatives, ensuring alignment with sales leadership’s objectives and business goals. Hold accountability for sales incentives, ensuring they are directly tied to performance and reflect the company’s compensation philosophy.

Qualifications

• 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 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 partners
• Drives vision and purpose, with a global, strategic, analytical and innovative approach
• Is organizational savvy and shows strong persuasion traits

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. 

Salary : $134,500 - $179,500