Overview:
Waters, the world's leading specialty measurement company that cares about inclusion and diversity is seeking for a System Sales Manager to drive the LCMS / MS system / instrument sales in Spain and Portugal. This role will be based in Barcelona, Spain.
Main Missions:
* Strategy Implementation: Execute corporate strategies as directed by the General Manager of Europe South.
* Sales Development: Drive sales team to develop and manage sales activities to achieve growth objectives and revenue targets set by WATERS Corporation.
* Target Achievement: Meet quarterly and annual targets through accurate and reliable forecasting activities and exceptional funnel management.
* Customer Satisfaction: Ensure a high level of customer satisfaction and loyalty.
* Team Building: Build a strong, motivated team by leading and driving the development of team members.
Responsibilities:
* Business Development: Develop and optimize system sales in Portugal and Spain, achieving quarterly and annual plan for orders, sales and operating profit (discount management).
* Commercial Strategy: Define and implement local sales strategies and tactics, ensuring timely and high-quality reporting (leads funnel and forecast, business reviews using company's tools and Informatics).
* Team Management: Set commercial objectives, manage sales team productivity. Continuously optimize qualitative/quantitative indicators to guarantee the growth of revenue.
* Action Plans: Develop, validate, and execute team action plans, integrating the company's commercial strategy.
* Collaboration: Work closely with all relevant stakeholders (Chemistry, Service, Demand Generation) to develop and execute promotional activities, evaluate their impact, and propose corrective actions.
* Negotiation: Negotiate with purchasing departments of strategic accounts.
* Prospecting: Follow up on prospecting activities, field visits, and ongoing business to optimize territory coverage.
* Sales Support: Utilize company tools for training, customer documentation, and sales support.
* Customer Relations: Maintain professional relationships with customers to ensure loyalty, address critical issues promptly, and escalate when necessary.
* Leadership: Act as a proactive member of the South Europe leadership team.
Management of the Sales Team
* Leadership: Lead, motivate, coach, and develop a team of Account Managers and Sales Support teammates.
* Development: Act as a "multiplier" manager by ensuring individual development plans for each team member, with regular coaching activities.
* Training: Implement necessary tools and means for team success, providing specific training for individual development.
* Monitoring: Regularly follow up on activities to ensure the quality of the team's skills.
* Continuity: Ensure continuity in departmental activities during employee absences.
* Optimization: Assess the existing sales organization to determine optimal organizational design, strategic direction, and tactical implementation to meet revenue and growth goals.
* Communication: Maintain excellent internal communication with other divisions (Consumable Sales, Laboratory, Customer Service, Finance and Administration, and the European structure) to exchange necessary information for business development and customer satisfaction.
* Participation: Actively participate in sales and service meetings, staff meetings, and national, European, and international meetings to communicate the company's commercial strategy to the team.
Qualifications:
Skills and Qualifications:
Background and Education:
* Professional background in Biochemistry, Chemistry, Engineering, or related fields.
* Minimum of a Master's degree (Master 2 or equivalent).
Knowledge and Experience:
* Strong leadership and management skills.
* Proven track record with at least 5 years of experience as an international commercial leader, including coaching and developing teams.
* In-depth product knowledge of Chromatography and Mass Spectrometry.
* Extensive market knowledge in Pharma, Food, Environmental, Omics, and Academic sectors.
* Excellent verbal and written communication skills.
* Fluent in Spanish and English, both verbal and written; additional European languages (Portuguese) are a plus.
* Willingness to travel up to 50%, including overnight stays.
* Proficient in Windows environment (Word, Excel, PowerPoint, Teams, Outlook).
* Familiarity with Sales Force and Power BI.
Personal Attributes:
* Ability to translate corporate growth strategies into tactical Business Plans with both a short term implementation view and a global long-term strategic vision.
* Passion for team management, recruitment, training, and development.
* Strong organizational skills with the ability to handle multiple tasks and priorities.
* Excellent business acumen and negotiation skills, capable of influencing purchase decisions.
* Ability to work under pressure and meet quarterly and annual objectives.
* Dynamic, proactive, and customer-oriented.
* Team spirit, excellent interpersonal skills, open-mindedness, and effective communication.
* Strong sense of organization, diligence, and common sense.
* Ability to manage and optimize administrative tasks.
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