EMEA Product Development Director

As part of the EMEA Field Marketing team, Product Development Director will be responsible for building a regional growth strategy that delivers AOP across the markets, for instrumentation, software and service.  Commercially driven and results oriented the EMEA Product Development Director will lead a team of four market development managers to develop and execute regional go-to-market strategies, generate demand, expand our digital footprint and support commercial execution for key product lines. The role requires cross functional collaboration with the global business segments, global strategic marketing initiative leads, global marketing, regional commercial leads and regional functional teams.

Key Role Objectives

• Growth Strategy: Work closely with the business segments to align regional growth strategy with the global growth strategy. Ensure close collaboration with the Business Segment Leads, SMI leads, Regional GMs, and the commercial organisation to build a regional growth strategy that delivers AOP.
• Marketing Initiatives: Translate the regional growth strategy into marketing initiatives that drive effect go-to-market plans, fuel the demand generation engine, accelerate growth and establish a stronger footprint in new and emerging territories. Build actionable and measurable integrated marketing campaigns harnessing the full marketing mix to optimize customer reach and engagement.

• New Product Introductions: Develop a Regional NPI model in alignment with key stakeholders that identifies key commercial milestones for success. Build a cross-functional core team to execute strategy, deliver a two year commercial AOP, and drive collaboration across sales, service and marketing.  Ensure re-evaluation of market acceptance and value prop at key commercial milestones.

• Business Intelligence: Provide go-to-market assessments as needed to support market or regional expansion. Collate product intelligence, competitive insight, win/ loss analysis, customer segmentation and market trends. Provide analysis and recommendations that assist leadership and support business reporting. Contribute to weekly and quarterly business reviews.

• Demand generation: Build a demand generation engine that drives higher impact and contributes high double-digit growth to the regional funnel. Transform the marketing engine to reflect a stronger digital footprint working with the Business Segment and EMEA demand generation teams, global marketing organisation to leverage expertise, resource and budget.

• Marketing Leadership: Lead and develop a high performance team who build, implement and execute an aligned marketing strategy.  Instil a team culture rooted in accountability, creativity and cross functional collaboration who strive to optimize our marketing impact and ROI.

       Responsibilities

• Lead the development and successful implementation of a marketing strategy aligned to help deliver the product revenue goals within EMEA.
• Build marketing strategies that address core retention, core expansion and disruptive displacement of new and existing technologies.
• Lead the Market Development team responsible for key product lines in the development and execution of an integrated marketing plan 
• Maintain regular monthly business overviews to reflect current market conditions, competitive response, market trends, headwinds and tailwinds
• Oversee marketing performance and impact across relevant KPIs, including but not limited to qualified leads (MQLs), conversion rate, funnel creation.
• Execute marketing activities to generate demand and nurture leads across multiple market segments to drive customer engagement and conversion.
• Focus efforts to create relevant regional content to include high profile digital events, digital content that drives a higher contribution of new leads.
• Build a network of Key Opinion Leaders to create a regional voice in and work closely with corporate communications to implement.  
• Implement sales strategies by driving key initiatives and sale enablement, build core teams to drive collaboration and ensure success
• Collaborate with EMEA leadership and field organization to build the annual operating plan.  
• Become an established subject matter expert within EMEA, working with teams across Sales, Product, Service, Global to influence and support efforts.
• Lead and develop a team of market development managers to drive success for the regional marketing initiatives, regional NPIs and sales initiatives
• Develop the marketing skillset within the team to focus on integrated campaigns, customer journey and regional brand awareness
• Train, develop, nurture the market development team, helping them achieve their own objectives as part of the EMEA Field Marketing Team.

Additional Requirements:

• Minimum Bachelor’s degree in scientific, engineering, or marketing discipline
• 10+ years of experience in marketing and business development, preferably with demonstrable experience with Waters or similar instrumentation/software/services supporting the life science industry
• Proven ability to develop and execute business plans.
• People leader experience preferred but not essential
• Able to develop talent and create future leaders within the business.
• Excellent interpersonal skills: communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively
• Maintain professional internal and external relationships that meet Waters core values
• Proactively establish and maintain effective working team relationships with all corporate departments both local and global
• Self-motivated with the ability to flexibly respond to changing demands
• 30% International and regional travel as required.

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.

Waters Corporation (NYSE:WAT) is a global leader in analytical instruments, separations technologies, and software, serving the life, materials, food, and environmental sciences for over 65 years. Our Company helps ensure the efficacy of medicines, the safety of food and the purity of water, and the quality and sustainability of products used every day. In over 100 countries, our 7,600+ passionate employees collaborate with customers in laboratories, manufacturing sites, and hospitals to accelerate the benefits of pioneering science. 

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.