Principal Sales Development Specialist

Overview

To accelerate its penetration in Food testing market, Waters is seeking a dynamic contributor for the role of Sales Development Specialist. The successful candidate will be responsible for proactive market development, focusing on driving sales of our comprehensive solutions to the exciting and rapidly growing F&E markets in the assigned region. These solutions include Ultra Performance Liquid Chromatography Systems, Mass Spectrometers, Software, Consumables, and Services.

As an exemplary communicator with advanced knowledge of the F&E market, you will craft effective go-to-market strategies to create awareness of Waters solutions, drive demand generation, and build the lead funnel. Through supporting and enabling the sales organizations, you will ensure high rates of opportunity conversion and business success. You will strive to create not only new customer relationships but also true customer advocacy.

You will grow the F&E markets in Europe North by applying your advanced, hands-on technology expertise to help our customers make critical decisions about their next technology investments. Based at our state-of-the-art Applications Laboratory in Berchem, this is a unique opportunity to combine your excellent hands-on LC-MS and/or GC-MS skills by working closely with the EUN Sales Team and Applications Laboratory team, performing sample analysis, acquiring key data sets, and partnering with our customers. You will understand their challenges and translate these into messaging and acquisition of the technical proof of concept data that will drive the growth of the F&E business.

• Purposefully develop new prospects and penetrate existing and competitive accounts in Food testing & Environmental (F&E) markets.

• Meet or exceed sales targets with the creation and execution of a Sales and Marketing plan based on the corporate strategy which you will accurately prepare by application categories in every addressable market segment of public and private sectors.

• Develop and execute a Strategic Key Account plan to Develop long term partnerships with KOL and key players in F&E markets (regular visits, seeding, onsite demo, method development support, customized webinar etc.)
• Maintain installed-base customer happiness and ensure high rates of repeat business.

• Act as a subject matter expert for the LC-MS F&E applications in the team, closely collaborating with the Northern Demolabs and Northern Sales Organization.
• Support early sales channel pipeline building and strategic accounts through project hands on based laboratory activities, customer collaboration and technical guidance.
• Provide scientific leadership to promote and further develop expertise within the Northern Applications Laboratories and Customer Success Teams.
• Support, enable and empower the regional sales organisations.

• Define strategies, co-ordinate business development and execute tactical marketing activities which specifically build, nurture and qualify the lead funnel to ensure we build the pipeline and provide high quality opportunities to our sales organisation.

• Define in collaboration with Marketing and local resources (Demand Gen, System Sales team), the selection and the organization of local trade shows and customer events to gain a deep understanding of the customer needs and identify growth opportunities

• Maintain a deep understanding of competitor solutions and strategies in Northern Europe, developing appropriate and timely responses for internal and external audiences

• Travel within the territory up to 50%. The successful candidate will split their time between the hands on work in the laboratory and customer visits.

• BSc in life, physical or chemical sciences.

• Must have knowledge of the F&E markets. Experience of multiple applications within this market highly preferential.

• Extensive hands-on experience of liquid chromatography and/ or gas chromatography and mass spectrometry
• Experience developing and using quantitative and qualitative LC-MS, GC-MS methodology is essential particularly within any of the following fields:

• multi-residue methods covering PFAS, and other contaminants, PAHs, mycotoxins, allergens, pesticides, vet drugs, vitamin analysis.

• Hands on experience of Waters LC-MS products and software (waters_connect, MassLynx and related application managers) is preferred though we would also welcome candidates with experience with alternative instrument operating platforms and products.
• A high degree of business acumen and commercial awareness with experience in a customer facing role is desirable.

• Exemplary communicator who can motivate and inspire
• Excellent business acumen with critical decision-making skills
• Spoken and written fluency in local language(s) and English