Manage a 130 person Commercial Excellence team, including Sales Enablement, Demand Generation, Sales and Marketing Operations and Master Data Management. Lead the commercial team in developing a strategic plan that outlines the company’s revenue goals, target market, and key performance indicators (KPIs). Establish standards of work in Sales and Marketing Operations, managing technology solutions such as Salesforce customer relationship management (CRM), marketing automation platforms, and analytics toolsLeading teams in the optimization of revenue through tracking KPIs, identifying areas for improvement, and continuously iterating and refining the revenue operations process to drive growth

Led 2 rounds of annual strategic planning process, communication of Divisional Strategy for Instrument products at the board level, set divisional priorities and led execution of Strat Plan. Built Divisional M&A screening capability, identified and progressed 50+ opportunities for inorganic growthNegotiated 5 major contractual agreements with key industry partners, providing continuity in their use of Waters software platforms and strengthening Waters future positon

Led a team of 50+ product management and product marketing professionals to revitalise Waters product offerings.Responsible for a product portfolio realizing >$1Bn in top line revenue Delivered 9 major life science instrumentation hardware and software (both on prem and cloud) product launches to market in a 2-year period Improved Waters Division product vitality by 30% from 2020-2022, delivered >90% business case revenue comittment

Reimagined Waters Informatics products and services roadmap, engaged executive leaders to drive alignment on the strategic imperative and gained support to execute the business roadmap.Built team and executed plan for migration of products to Waters first cloud capabilities, developing new products for Waters customers in the regulated pharmaceutical market.Developed deep expertise in regulatory pharma (21CFR11), customer needs and market drivers.

Drove the standardization of VoC collection, alignment and interpretation to identify areas ripe for disruptionSystematically understanding the key jobs to be done across the customer base and determining common market requirementsCo-developing the long range portfolio and research plans based on customer derived insight Driving decision making on new product development

Devised and established a strategic function for the Pharmaceutical Vertical Market segment.Undertook quantitative and qualitative analysis of current/future markets, including across vertical markets (Pharmaceutical, Clinical, Food and Environmental and Chemical Materials) and geographies.Identified and quantified the size, scope and attractiveness of new opportunities for Waters pharmaceutical business across both existing business segments and new spaces using analysis tools such as; PESTEL, Five Forces Analysis, Capabilities Analysis, Competitor Analysis, Life Cycle Analysis, Diversification Matrices in order to understand Waters Right to Win for ‘Go / no-go’ decision making.

Responsbile for marketing to several of Waters largest market segments in the small molecule pharmaceutical industry (including DMPK, Development and QC/Manufacturing) across the 126 countries served by Waters.Explored new ways to engage internal and external customers by building the team and bringing in new skills, while at the same time maintaining Waters reputation for scientific expertise and excellence. Led a marketing team responsible for several major product launches, KOL engagement, positioning and go-to-market planning.