Principal Market Development Manager

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Overview

As part of the Americas Commercial Marketing team, the Principal Market Development Manager - Pharmaceuticals will be responsible and accountable for the development and execution of a marketing plan that helps achieve the business objectives of our instrumentation, software, consumables, and services business within the Americas across both Small Molecule and Large Molecule/Biotech markets. Through a good understanding of customer requirements, market dynamics, regulatory influences, the individual will collaboratively develop and execute marketing and sales strategies aimed at generating pipeline revenue.

Responsibilities

• Tactical Plan Design and Execution: Develop and successfully implement a marketing business plan that is aligned with the corporate strategy to help deliver the Pharmaceutical revenue goal within the Americas. Create an integrated marketing plan that helps promote awareness of Waters solutions (e.g., marketing communications, digital campaigns, seminars, user meetings, customer visits, scientific meetings and tradeshows) to both new-to-Waters and recurring customers.
• Demand Generation: Responsible for the strategy and execution of marketing activities to generate and nurture leads across multiple market segments via events, digital marketing, targeted social media advertising, and cooperative marketing with partners to optimize pipeline fill and acceleration.
• Monitoring and reporting: Oversee marketing performance and impact to the business via tracking across relevant KPIs, including but not limited to marketing qualified leads (MQLs), conversion rate, funnel creation, campaign/tactic success measures, orders/sales.

• Support of Sales Specialists: Maintain regular dialogue and assist with the activities of Field Sales and Service teams for business development promotion and execution, as well as support within specific sales situations as necessary. Support the strengthening of a KOL network to support our efforts in the country.
• Advocate for Internal and External Customer Needs: Being an advocate for region's internal and external customers such that training, product, services, and business requirements are met. Work across multiple product, service, vertical market, and geographic organizations to build consensus and influence to affect change and ensure needs of country are understood and accounted for.
• Local Industry SME/Champion: Become established subject matter expert regarding Pharmaceutical industry within the Americas, working with teams across Sales, Product, Service, Global to influence and support efforts impacting Pharmaceutical customers and our ability to educate and engage them regarding our solutions.
• Market Trend Analysis: Spotting trends in applicable markets, by competitors, customers and sharing with appropriate regional and corporate groups. Identify potential business opportunities for Waters. Fully understand, maintain and report on competitive activities and positioning.

Contribute to Strategic Business Plan: Collaborate with local and Americas leadership across sales and marketing to help influence our annual business plan.

Qualifications

• Minimum Bachelor's degree in scientific, engineering, or marketing discipline
• 7+ years of experience in marketing and business development, preferably with demonstrable experience with Waters or similar instrumentation/software/services supporting the Pharmaceutical industry
• Proven ability to develop and execute business plans. Able to lead from the front with little direct support.
• 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

Company Description

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.

Key Words

Chromatography, Mass Spec, Informatics, Pharmaceuticals, Biotechnology, Demand generation, Field marketing, Business Development