Director of Global Commercial Training

Company: Waters Corporation
Location: New Castle
Posted on: June 2, 2025

Job Description:

OverviewThe Director of Global Commercial Training will lead a high-performing team to deliver world-class training for the commercial organization. This role is crucial for driving growth, optimizing sales processes, and accelerating commercial success. This role will collaborate with global commercial teams, product management, and strategic marketing to develop and implement effective training tools. Responsibilities include evaluating and delivering consistent sales methodology, creating an onboarding program, ensuring adoption of training programs, and working with frontline management to embed correct behaviors. The director will also ensure product launch effectiveness, visibility into sales performance, and alignment with corporate objectives, while playing a key role in developing commercial strategies to provide end-to-end value across market verticals and strategic customer segmentsTypical tasks of the position include, but are not limited to

• Sales Process Optimization: Implement a sales training methodology across the organization, ensure that this is adopted by all levels in the organization. Expertise in methodologies like Challenger, SPIN, or Miller Heiman. Drive continuous improvement in the sales process by working actively in the field with sales representatives and managers to implement industry best practices that will reduce sales cycle times and improve conversion rates.
• Commercial CRM & Data Analytics: Ensure adoption on the commercial management of the CRM. Spearhead the development of CRM platform requirements and provide recommendations for enhancements that will drive improve commercial productivity, insights, reporting, and decision-making capabilities.
• Sales Forecasting & Pipeline Management: Collaborate with sales leadership to lead pipeline reviews and ensure alignment between sales forecasts and business targets to guarantee that revenue goals are met and exceeded.
• Sales Enablement & Support: Collaborate with marketing, product, and sales teams to design and implement sales enablement programs that enhance the efficiency of the sales force. Oversee the creation of tools, systems, and training programs that equip sales teams with the knowledge and skills needed for success, including product training, value selling techniques, and prospecting best practices. Key skill translates complex scientific concepts into commercially relevant training materials for sales teams.
• Global Go-to-Market (GTM) Strategy Development: Lead the design and execution of innovative GTM strategies that align with business objectives and market segmentation. Work with cross-functional teams to ensure that commercial organizational structure, call planning, and targeting activities, territory plans are optimized for maximum growth and impact across all market verticals and customer segments.
• Team Leadership & Development: Build, lead, and mentor a diverse team of training experts. Provide coaching, guidance, and performance management to ensure that each team member excels in their role and contributes effectively to the success of the organization.
• Performance Analysis & Insights: Partner with the Revenue Operations and Analytics teams to monitor and assess key performance indicators (KPIs) and sales metrics. Analyze sales data to identify trends, uncover areas for improvement, and provide actionable insights to senior leadership, helping guide the commercial strategy and growth initiatives.
• Define & Refine Commercial Priorities: Work closely with sales leadership to establish clear commercial objectives, prioritizing initiatives that align with corporate goals. Offer insights into technology and process improvements that will strengthen Waters' competitive positioning and market penetration.The successful candidate will have a combination of knowledge, skills, and experience that would include the following
  • Strong experience in sales training and sales enablement experience of working in the analytical instrument market. Proven success in leading global teams, optimizing sales processes expertise in rollout sales methodologies methodology and working with third party provides vendors who have role out training program. Also, a proven sales track record.
  • Demonstrated ability to lead, develop, and inspire cross-functional teams, fostering collaboration and high performance. Strong experience in managing teams focused on sales operations, training, and analytics.
  • Exceptional strategic and analytical thinking with the ability to assess complex business problems and deliver innovative solutions that align with organizational goals.
  • Deep understanding of the business-to-business sales process in a technology segment. From lead generation to deal closure. Proven ability to optimize sales workflows and leverage CRM and sales enablement tools to improve efficiency and effectiveness.
  • An ability to translate complex technical concepts into compelling sales narratives, managing long sales cycles and complex buying processes.
  • Outstanding communication skills, with the ability to influence senior leadership, collaborate.
  • Strong ability to use data and analytics to make informed decisions, track performance, and identify opportunities for improvement. Experience working with analytics teams to develop insights that drive action.
  • Bachelor's degree in science or higher as well as a marketing qualification or MBA.Company DescriptionWaters 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.
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Keywords: Waters Corporation, Akron , Director of Global Commercial Training, Executive , New Castle, Ohio