Waters Corporation

The Waters Corporation is a technology company that provides scientific samples to improve people's health and well-being. In partnership with our customers, we guarantee the effectiveness of the medicines you take, the safety of the food you eat and the water you drink, and the quality of the products you use on a daily basis. Together, we unlock the potential of science to leave this world a better place than we found it.

As Latam Sales Manager, I am responsible for the following activities:

• Responsible for Consumables / Chemical Operations - Latin America Region;
• Construction, management and execution of the Strategic Plan for Latin America sustaining double-digit average growth;
• Planning and defining the go-to-market strategy to increase market share through commercial excellence in all vertical markets - Pharmaceutical, Food, Environmental, Chemicals and Clinical;
• Development and implementation of tools to accelerate the Distributor channel;
• Responsible for actions and improvement projects focused on customer experience;
• Matrix Budget Control and Management;
• Ensuring regular control of the territory, for discovering new customers and developing existing users by going through a regular pattern, visits, technical presentations, techniques on the site or all other activities that carried out a true follow-up of projects from our customers;
• Analysis and monitoring of customers through commercial offers, public and private offer suggestions, marketing event promotions and promotional campaigns;
• Construction of action plans by march and rendering of their implementation and information related to customer qualification and evaluation of our products in our useful CRM, to allow support and continuous improvement of our products and services.

Latam Sales Manager

• Responsible for leading and developing the chemical consumables business (UPLC, HPLC and SFC columns, sample preparation devices, vials, standards and reagents).
• Ensuring current territory health - approaching new and existing customers, visiting customers, delivering workshops at customer sites, providing technical advice to customers, reviewing their chemical needs.
• Pipeline review – evaluating year-to-date numbers, reviewing contracts due for expiration/renewal, and responding to inbound requests.
• Studies and evaluation of future customers evaluating the pipeline they are looking at their chemical processes and how Waters chemical consumables can support their improvements.
• Prospection of new customers throughout the territory and development of new businesses in emerging markets.
• Responsible for price negotiations with customers and/or their purchasing departments.

Main Results: Responsible for Chemical operations at the Brazil site, team of Sales Specialists and TSS, Demonstration Laboratory – São Paulo site and strategic management with a partnership to support services and applications.

Sales Manager - Expert Team

• Responsible for ensuring the region achieves AOP and delivers growth by establishing sales targets for each distributor consistent with sales growth, product volume and discount targets.
• Providing accurate and timely forecasts, missed order reports, sales KPIs and competitive data.
CRM database maintenance to ensure strong funnel management, all new leads are distributed to the appropriate distributor and contacted by them in a timely manner.
• Responsible for making sure all active prospects have proper follow up along with steps to transition from opportunity to a sale.
• Leadership and support of distributor, trainer and mentor team to help improve skills.
• Responsible for conducting regular customer visits with distributors and providing feedback to help improve performance.
• Driving continuous improvement of the distribution channel, terminating underperforming distributors, selecting new partners and adding distribution channels where appropriate.
• Provide and/or coordinate technical sales training on new and existing products for distributors.
• Responsible for building technical expertise into Waters TA Instruments offerings and competitive positioning needed to be perceived by customers as a capable and reliable resource.
• Interface with product and application marketing/management teams to provide a targeted lead generation program to help support funnel health.

Key Results: Ensure sales targets and forecast reports; Responsible for managing the sales team with planning and development of execution activities for each region and market segment. Management of eight sales professionals working in the South, Southwest and Northeast regions of Brazil; Opening new markets, developing planning and execution activities; Conducting seminars, workshops, lunches and learning and other face-to-face activities with customers and distributors.

District Sales Manager

• Responsible for business support in Brazil - Sales, HR services and F&A.
• Reporting to the VP LatAm.
• Management of approximately 90 employees.

Interim General Manager

•  Coordination of commercial and technical activities for Consumables Product Line in all Brazilian
territory.
•  Sales planning and management with specific actions for each segment.
•  Direct sales team and channels support in the sales process, technical training and market
development.

Sales Supervisor - Chemistry/Consumables

• Sales prospecting, follow up and forecast reports
•  Scientific and Professional meetings participation with technical presentations and in-company
training.
• Implementation of analytical methodologies in chromatography and sample preparation in
different customers and markets.

Chemistry Specialist 

Waters' Product Portfolio Demonstration - Hardware and Software

Sample Prep, LC and MS method development

Intern - Mass Spectrometry Demo Lab

USP - Universidade de São Paulo

The University of São Paulo (USP) is a public university, maintained by the State of São Paulo and linked to the Secretary for Economic Development, Science, Technology and Innovation (SDECTI). The talent and dedication of professors, students and employees have been recognized by different world rankings, created to measure the quality of universities based on different criteria, mainly those related to scientific productivity.

Main activities:
• Responsible for methodological support for Master and Doctoral students, developing and
implementing sample preparation protocols, chromatographic and mass spectrometry analysis.

Chemist – Mass Spectrometry and Liquid Chromatography

At Waters Corporation, my role as Latam Sales Manager is characterized by spearheading strategic initiatives that have consistently delivered double-digit growth across Latin America. My mission is to ensure the efficacy of scientific solutions that impact health and well-being, a commitment reflected in my leadership of a high-performing team.

With a strong foundation in marketing communications and people management, my competencies extend to product marketing and fostering customer relationships. Our team's success is underpinned by a strategic approach to sales and a consultative mindset, ensuring that our partnerships are as enduring as they are profitable.

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