Waters is seeking a dynamic leader with a strong growth mindset to head our Analytical Sciences business in Mexico. The General Manager Mexico will drive our expansion strategy, anticipate market-moving trends, ensure maximum customer experience, and catalyze plan execution. The GM will have full P&L accountability, achieve annual Sales and Margin targets and deliver expected profitability. GM's responsibilities also include supporting talent development, building succession plans, driving continuous improvement & problem-solving, and always acting in alignment with the highest compliance practices. Reports directly to the GM Latin America, member of the Americas Leadership Team.
Responsibilities
Achieve the sales target across the entire Analytical Sciences portfolio, including Equipment (LC, MS, Wyatt, Halo), Informatics (Empower, NuGenesis, Waters_Connect, Progenesis, others), Consumables, and Services.- Manage discount concessions in accordance with internal policy, maximizing the Total Ownership concept with our product bundle and elevating our value-based approach.- Ensure full adoption of Compass (Salesforce) to amplify our market visibility across various sales capabilities (Field Sales, Applications, Services, Inside Sales, and Distributors).- Constantly review the entire opportunity pipeline in Compass to ensure an effective assessment of opportunities (strengths, risks, timing, budget) and the appropriate next steps to increase our confidence and win rate.- Build and update the FC weekly (deals most likely and upsides), prioritizing target overachievement, correct pacing of results within the Quarter, and being proactive with countermeasures to mitigate risks.- Ensure an efficient commercial tactical plan for each micro-region and salesperson in Mexico, with the level of detail necessary for expansion, acquisition, retention, and prospecting of the territory's customer portfolio.- Monitor market trends and needs, coordinating actions with sales, marketing, and product teams to position us at the forefront of innovation.- Establish a meeting agenda with key customers and KOLs to actively listen, develop long-lasting and sustainable partnerships, and support the prospecting and closing of complex deals.- Manage KPIs for Growth Initiatives (Products and/or Vertical Markets), Services (Response Time, First-Time Fix, NPS, etc.), and the Sales Funnel (Size, Weighted, Creation, etc.), among others, to ensure a positive trend for lagging indicators.- Plan, carry out, support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, ex. Product launches, promotions, advertising, exhibitions and telemarketing.- Lead the Ops Review, presenting YTD progress, explaining the drivers behind strong results, structurally understanding gaps, and proactively presenting countermeasures for gap recovery (how, who, and when).- Actively participate in the Latin America leadership board, collaborating to develop the region by sharing business and people ideas and insights.- Lead the annual review and deployment of Mexico growth plan & budgeting process, highlighting key initiatives, required resources, and the organizational talent review.- Work closely with the Finance and Operations to proactively improve business performance and identify improvement opportunities.- Build a high-performance organization, by leading by an example, bringing, retaining and developing the best talent. - Strong ability to relate to, inspire, and mobilize people; acting with fairness and ethics while driving professional growth and target overachievement.- Be a role model in Waters behaviors: Courage (We speak up, make decisions and act), Compassion (We are self-aware, attuned to others, and act in ways that strengthen them), and Competence (We bring expertise, curiosity, and discipline to deliver results).
Requirements
Degree BS / Master in scientific areas such as chemistry, biology, biochemistry, engineering.- Over 10 years of experience in the Life Sciences market, preferably within the analytical instrumentation market. Background in Liquid Chromatography and Mass Spectrometry is a plus.- Solid experience in commercial management, holding senior leadership positions (Sales Director, General Manager or similar) for over 5 years, with a proven track record of growth results- Track record of over 10 years in commercial leadership roles, including with full P&L accountability at local or a regional level. - Be capable of working under pressure against tight deadlines and limited recourses if necessary. - Experience leading both direct and indirect lines (through influence and collaboration).- Basic knowledge of financial indicators and statements; advanced knowledge is a plus.- Availability to spend 40-50% of the time on external customer activities or international travel. Schedule and flexibility can be managed directly with the immedia
Waters · Guadalajara, Mexico