Senior Director, General Manager China - TA Instruments

In the midst of a materials revolution, innovation is moving forward at an unprecedented speed. Over the next decade, the rapid advancement in materials will have a massive impact. TA Instruments and Waters are working together to aid this advancement by supporting a wide array of markets and measurements to meet the most demanding applications. Our instrumentation, unparalleled in performance, precision, and versatility, can help you move forward fast to become a key player in the development of these new materials.

No matter the market, no matter the material, no matter the application, TA Instruments and Waters will be there creating tomorrow with the tools of today.

Reporting to the Commercial Vice President, TA Instruments, this role will lead the China commercial team to drive the strategic development and growth of TA Instruments markets.

RESPONSIBILITIES

• Full P&L responsibility of China TA Instruments Business Unit.
• Develop China TA business plan - a multi-year commercial strategy (business strategies, pricing strategy, organizational structure) to grow the region in terms of sales, market share and other financial objectives.
• Lead the China TA team on business plan execution.
• Build and develop a high performing team to drive sustainable growth.
• Build strong TA market institutional knowledge across the territories. Stay current on industry trends to incorporate as appropriate into the strategy.
• Identify key business partnerships and potential commercial relationships to support revenue growth strategy.
• Oversee service and support team to ensure high customer satisfaction.
• Work closely with compliance and legal teams to ensure business compliance.
• Responsible for Market Access Strategy. Oversee field team and product marketing teams to ensure commercialization of new product releases, capabilities, and marketing campaigns.
• Works with sales leadership to develop accurate sales forecasts utilizing Compass and sets performance goals accordingly for assigned region.
• Oversee marketing functions –
  • Establish Key Account Management process. Meet regularly with key customers and industry stakeholders.
  • Maintain KOL relationships.
  • Work closely with filed teams to capture VOC and determine key customer needs in key markets.
    Perform macro market assessments across key segments, working with the cross-function teams to quantify current and future market size estimates.
  • Develop deep understanding of competitor strategies across platforms. Work with product marketing and Commercial Operations to provide the field with tools/training to combat these and product owners to maintain our competitive leadership.
• Directs process harmonization/optimization for the region.
• Monitors and evaluates the activities and products of the competition.
• Participates in product development discussions in order to provide commercial market input for China region.
• Establish and manage project goals needed for the continual achievement of these goals in a timely and cost efficient manner.
• Communicate expectations, manage performance, coach and develop organizational talent in order to enhance the employee satisfaction and overall results for TA

QUALIFICATIONS

• Bachelor's degree in science, engineering or technology oriented field required. Advanced degree such as MBA or technical masters preferred
• 10+ years of successful experience in managing technical sales teams
• Commercial strategy and accurate forecasting skills
• Familiarity with analytical instrumentation industry preferred
• Strong leadership skills fostering an environment of collaboration, teamwork, execution, and accountability required, with demonstrated ability to effectively manage cross functional teams across a matrixed organization
• An effective change agent that can operate in ambiguity to deliver upon business strategy
• Ability to present and have sound public speaking skills
• China management experience preferred

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.