Strategic Customer Segment Leader - Small Molecule Pharma

Overview

We are seeking a highly strategic and results-driven leader for the role of Customer Segment Leader – Small Molecule Pharma, responsible for driving and overseeing our Go-to-Market efforts within the Pharma segment for Small Molecules. This role requires a seasoned professional with extensive experience in developing, executing, and optimizing marketing and sales strategies tailored to specific customer segments. You will lead cross-functional teams to identify growth opportunities, leverage market insights, and develop impactful campaigns that enhance business performance, elevate brand visibility, and drive customer loyalty.

Responsibilities

Market Segmentation Strategy: Lead the development and implementation of sub-segmentation strategies based on end customer profiles, behavior, and market opportunity within the Small Molecule Pharma sector of Life Science Tools. Identify customer needs, pain points, and workflows, aligning these insights with Water’s Right to Win to ensure targeted, effective sales and marketing efforts in the highest-potential segments.

• Leadership: Lead and influence senior members of cross functional teams to define our short and long-term strategies in the segment for near term go to market efforts and long-term product and strategic roadmap development. Specifically, align and support product and regional priorities to define a single global strategy for the segment.
• Customer Insights & Research: Drive comprehensive market research and customer analysis to uncover deep insights into segment-specific needs, preferences, and buying behaviors. Utilize these insights to create tailored marketing approaches and provide actionable feedback to product teams for product development and refinement.
• Tailored Messaging & Positioning: Partner with content and product marketing teams to craft and refine segment-specific messaging, value propositions, and content. Ensure that all communications are aligned with customer expectations and resonate deeply with each segment.
• Campaign Development & Execution: Spearhead the design and execution of targeted marketing campaigns, ensuring alignment with strategic goals. Oversee initiatives aimed at driving engagement, lead generation, funnel optimization, and conversions, while adapting tactics to the most effective sales and marketing channels for each segment.
• Sales Enablement and Implementation: Work closely with sales and field marketing teams to roll out segment-specific strategies in each
  
  

region. Define clear sales activity plans, ensuring that field teams are equipped with the necessary tools and resources to position and sell the portfolio effectively within target markets.

• Cross-Functional Collaboration: Collaborate extensively with sales, product, and service teams to ensure seamless alignment between segment-specific marketing strategies and overall business objectives. Facilitate the integration of customer insights and feedback into company-wide initiatives.
• Performance Metrics & Reporting: Lead the monitoring and evaluation of segment-specific marketing initiatives, leveraging data analytics to assess effectiveness and optimize strategies for continuous improvement. Provide detailed performance reports to senior leadership, driving accountability and results.
• Customer Journey Mapping: Guide the development of customer journey maps for each key segment, identifying critical touchpoints and creating strategies that lead prospects through the sales funnel to successful conversion.
• Competitive Insights: Proactively monitor and analyze competitive activity within the Pharma segment, leveraging insights to identify areas of differentiation, refine strategies, and maintain a competitive market position.
• Key Opinion Leader (KoL) Management: Build and nurture relationships with Key Opinion Leaders (KoLs) and influential industry figures within the Phama sector. Leverage these relationships to influence market perception, drive brand credibility, and enhance visibility within key customer segments.
  
  

Qualifications

• Bachelor’s degree in Marketing, Business, or related field (MBA preferred).
• 10+ years of experience in strategic marketing, with a focus on customer segmentation, market strategy, and related disciplines.
• 5-10 years of experience within or supporting the Small Molecule Pharma segment.
• Demonstrated success in leading and executing strategic marketing initiatives within complex market segments.
• Deep expertise in data-driven marketing, customer insights, and performance analytics.
• Outstanding communication, presentation, and interpersonal skills.
• Proven ability to drive results in collaboration with cross-functional teams in a fast-paced environment.
  
  

The general base pay for this position ranges from $138,000/year to $179,000/year. Pay is based on several factors including market location, job-related knowledge, skills, and experience.

Company Description

Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.

Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.

Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or protected Veteran status.