Sr. Sales Manager, Chemistry Key Accounts

Overview

Waters ASD China is seeking an experienced and results-driven Sr. Sales Manager, Chemistry Key Accounts to lead and grow our LC/MS consumables business. This role will own the key account strategy for leading pharmaceutical CROs, CDMOs, and non-pharma CTOs, while leading a high-performing sales team to deliver sustainable revenue and margin growth.

The ideal candidate has deep knowledge of the LC/MS market, strong key account management experience, and a proven ability to build executive relationships across analytical laboratories, R&D, QA/QC, procurement, and manufacturing organizations.

Responsibilities

Sales Strategy & Business Growth

• Develop and execute the annual and quarterly sales strategy for Chemistry Key Accounts in the LC/MS consumables market.
• Own revenue, margin, pipeline, forecast accuracy, and account penetration targets.
• Identify new business opportunities, expand market share, and drive adoption of LC/MS consumables across assigned key accounts.
• Lead contract negotiations, pricing strategies, tenders, and long-term agreements.

Key Account Management

• Manage and grow strategic relationships with top pharmaceutical CROs, CDMOs, and leading non-pharma CTOs.
• Map key stakeholders across procurement, R&D, analytical labs, QA/QC, production, and supply chain.
• Understand customer workflows, pain points, and technical requirements to position value-added consumables solutions.
• Coordinate regular business reviews, technical seminars, and executive engagement activities.

Team Leadership

• Recruit, train, coach, and manage the Chemistry Key Accounts sales team and CTO Sales team.
• Set individual and team targets, monitor performance, and conduct regular reviews.
• Build team capability in LC/MS consumables, key account selling, negotiation, and technical consultative sales.
• Foster a collaborative, high-accountability, and customer-focused sales culture.

Cross-functional Collaboration

• Partner with Instrument Sales, Marketing, Applications, Service, and Supply Chain teams to support customer needs and product launches.
• Provide voice-of-customer feedback to internal stakeholders to shape product and commercial strategies.
• Coordinate with regional and global teams to align on key account plans.

Market Intelligence & Compliance

• Maintain strong knowledge of LC/MS consumables, competitor activity, pricing trends, and market dynamics.
• Ensure accurate CRM updates, sales reporting, and forecasting.
• Comply with company policies, ethical standards, and applicable regulations.

Qualifications

• Bachelor’s or Master’s degree in Chemistry, Analytical Chemistry, Biochemistry, or a related field.
• 8+ years of sales or business development experience in analytical instruments, life science consumables, LC/MS, or a related industry.
• 3+ years of people leadership experience, with a proven track record of managing sales teams.
• Strong experience serving pharmaceutical CROs, CDMOs, and/or non-pharma CTOs.
• Solid understanding of LC/MS consumables, such as LC columns, guard columns, sample preparation products, vials, caps, filters, standards, reagents, and related accessories.
• Excellent negotiation, communication, presentation, and relationship-building skills.
• English proficiency required.
• Willingness to frequent travel as required.

Company Description

Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide. 

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.