Director of Global Commercial Training Job Wilmington Manor area,Delaware USA,Business

Overview

The 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. It involves collaboration with global commercial teams, product management, and strategic marketing to develop and implement effective training tools. Responsibilities include evaluating and delivering consistent sales methodologies, creating onboarding programs, ensuring adoption of training initiatives, and working with frontline management to embed correct behaviors.

The director will also oversee product launch effectiveness, sales performance visibility, and alignment with corporate objectives, while developing commercial strategies to provide end-to-end value across market verticals and customer segments.

Responsibilities

Sales Process Optimization: Implement a sales training methodology across the organization, ensuring adoption at all levels. Expertise in methodologies like Challenger, SPIN, or Miller Heiman is essential. Drive continuous improvement by working in the field with sales teams to reduce sales cycle times and improve conversion rates.

Commercial CRM & Data Analytics: Ensure effective adoption of CRM management practices. Lead the development of CRM platform requirements and recommend enhancements to improve productivity, insights, reporting, and decision-making.

Sales Forecasting & Pipeline Management: Collaborate with sales leadership to lead pipeline reviews and align sales forecasts with business targets, ensuring revenue goals are met or exceeded.

Sales Enablement & Support: Partner with marketing, product, and sales teams to design and implement enablement programs. Develop tools, systems, and training materials, including product training, value selling, and prospecting techniques. Ability to translate complex scientific concepts into relevant training is required.

Global Go-to-Market (GTM) Strategy Development: Lead the design and execution of GTM strategies aligned with business objectives and market segmentation. Optimize organizational structure, call planning, targeting, and territory plans for growth across all market verticals and segments.

Team Leadership & Development: Build, lead, and mentor a diverse team of training experts. Provide coaching and performance management to ensure team success.

Performance Analysis & Insights: Work with Revenue Operations and Analytics teams to monitor KPIs and sales metrics. Analyze data to identify trends, areas for improvement, and provide insights to guide strategy.

Define & Refine Commercial Priorities: Collaborate with sales leadership to set clear objectives, prioritize initiatives, and recommend technology and process improvements to enhance competitive positioning and market penetration.

Qualifications

Extensive experience in sales training and enablement within the analytical instrument market, with proven success in leading global teams and rolling out sales methodologies, including working with third-party vendors.
Proven leadership in managing cross-functional teams focused on sales operations, training, and analytics.
Strong strategic and analytical skills to address complex business problems with innovative solutions.
Deep understanding of B2B sales processes in technology segments, from lead generation to closing, with ability to optimize workflows and utilize CRM tools.
Ability to translate technical concepts into compelling sales narratives, managing long sales cycles and complex buying processes.
Exceptional communication skills to influence senior leadership and foster collaboration.
Data-driven decision-making skills, with experience in analytics and insights development.
Bachelor’s degree in science or higher, with a marketing qualification or MBA.

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, with over 7,600 employees in more than 100 countries. We are committed to diversity and inclusion, considering all qualified applicants without discrimination.

Waters is an equal opportunity employer.

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