Regional Sales Manager

Overview:
Delivering/exceeding AOP for orders, sales and managing distributors and direct sales in Central Eastern Europe Middle East & Africa

**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.
- Build technical competency on Waters TA Instruments offerings and competitive positioning necessary to be perceived by customers as a capable and credible resource
- Drive a culture of continuous improvement within your organisation
- Gain market intelligence qualitative and quantitative around end use market sizes and change
- Maintain professional awareness of relevant external technical or business developments, including competitor activity and sales volumes by product and market segment.
- Liaise with sales managers in the other territories in order to gain the benefits of common best practice processes, competitive strategies and to exploit cross-selling opportunities.
- Perform other tasks as required.

**Indicative Performance Measures**
- Performance against orders, revenue and discounts
- Forecast and market trend input accuracy
- Regular and timely submission of required reports
- Develop and execute action plans

Qualifications:
**Education / Qualifications**:

- Minimum of a degree in physics, materials science, chemistry, life sciences or engineering with relevant technical experience to understand highly complex technical products.
- Technical and commercial sales experience (3+ years) proven track record in selling and managing complex sales cycles with multiple stakeholders.
- Demonstrate experience successfully managing and motivating distributors in a global high technology environment

**Professional Skills/ Abilities**:

- Experience in managing, coaching distributors sales teams.
- Experience in sales techniques including qualifying prospects, identifying key decision influencers, managing major bids, surfacing and countering objections, negotiation, closing and related commercial contract activities.
- Compelling and effective presentation skills
- Ability to develop and communicate effectively with colleagues (scientists, product managers and senior management) in addition to PhD level prospective and existing customers
- Strong business acumen and business analytics

**Personal Qualities**:

- Excellent and proactive communicator
- Commitment to business success
- Innovative and creative, problem solver
- Be a change agent
- Act with a sense of urgency, accountability and focus, Don’t wait be proactive
- Passion for sales, science and exceed targets
- Ability to manage uncertainty without compromising performance
- Be an innovative thinker and turn this into actions
- Work under pressure

In return you will receive:

- Competitive salary
- Company Car
- Sales Incentive Plan
- 25 days annual leave
- Private health and dental insurance
- Contributory based pension scheme

We are proud to be a “Best Place to Work” for equality as awarded by the European Human Rights Campaign Foundation and at Wilmslow we work with a number of partners including Stonewall, STEM Women and STEM Returners in ensuring we are an open and inclusive workplace where people can bring their whole selves to work - this is really important to us When you join Waters you can contribute to this mission by joining our European Diversity Hub
- 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. _

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 mor