Meet or exceed sales objectives while operating within expense budgets and control costs.
- Develop and cultivate a strategic territory plan to include the methodology needed to achieve sales
growth including lead generation, nurturing, customer support, and penetration activities at accounts
within territory
- Coordinate all sales and related activities within defined accounts in the territory to include lead
generation and follow-up, cold calling, organizing, and communicating technical seminars, demos,
application feasibility tests, and customer support and training.
- Perform demonstrations, installations, and training to drive new and repeat sales as defined in the
Strategic Territory Plan, and on an as needed basis
- Lead a field team of Application Scientists and Service Engineers, who will also have responsibility for that
territory.
- Develop detailed business plans, prioritize, accurately forecast territory results, provide market
intelligence, implement value selling, and leverage applications to identify companies and departments
that could benefit from Water’s products.
- Sell new products by establishing key customers relationships and understanding customer application
needs.
- Collaborate with the Inside Sales Department, Marketing Department, and Business Development teams.
- Lead Key Account activities for high value accounts.
- Maintain and continue to develop a superior knowledge of our products, their applications, and our
competitors’ offerings.
- Developing technical and application proficiency with all of selected products, value positioning,
competitors, and core applications.
- Build trust with customers and colleagues and maintain the highest level of integrity while building .
long-term relationships with customers and establishing yourself as a trusted, inspiring leader.
- Supervise competitive activity and industry trends, cultivates driven solutions to meet sales goals.
- Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and other related
reports for defined territory to supervisor using CRM tools.
- Maintain accurate and current records of proposals, opportunities, accounts, contacts, leads and actions
through CRM within defined territory. Maintain daily and weekly updates.
- Keep manager abreast of any new developments in the marketplace (driven, product, customer,
wins/losses, etc.).
- Present the company’s products in a positive manner and maintain/build our reputation in the
marketplace.
- Travel as needed for sales meetings, sales training, and tradeshows.
- Attend instrument and customer support training as well as continual self-education of Waters
technology and related applications, online learning, reading of Sales and Account Management books,
and receiving coaching from a team of sales and technical mentors.