Pharmaceutical Strategic Account Manager

About this role

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

 We are the people who give possibilities purpose

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

 Job Description Role Summary

Lead the enterprise. Shape the partnerships. Deliver sustained growth.

At Waters, Pharmaceutical Strategic Account Managers (SAMs) operate as enterprise leaders, responsible for driving long-term growth within the most complex pharmaceutical and biotech organizations. You will own and lead strategic customer relationships across multiple functions, sites, and decision-makers—translating deep customer insight into scalable commercial impact.

This role requires more than account management—it demands the ability to navigate enterprise environments, align stakeholders, orchestrate cross-functional teams, and win high-value, complex opportunities. You will define account strategy, expand multi-site engagements, and position Waters as a trusted, long-term partner.

This is a high-impact, high-visibility role where success is measured by your ability to grow revenue, deepen partnerships, and shape strategic outcomes at the enterprise level.

Drive strategic growth within large pharmaceutical and biotech accounts by managing complex enterprise relationships, identifying expansion opportunities, and leading high-value commercial partnerships.

Act as the enterprise owner, aligning customer strategy, organizational networks, and Waters’ full portfolio to deliver sustained, cross-portfolio growth.

Key Responsibilities Enterprise Account Leadership • Own and lead national/global pharmaceutical and biotech accounts

• Develop and execute comprehensive enterprise account strategies

• Align account plans to customer priorities, organizational structure, and long-term growth opportunities

Strategic Relationship Management • Build and expand executive and scientific stakeholder relationships across multiple levels and functions

• Navigate complex customer organizations and decision-making networks

• Establish Waters as a trusted strategic partner

Complex Opportunity Leadership • Identify, shape, and lead large, multi-dimensional commercial opportunities

• Orchestrate cross-functional teams to win complex deals

• Drive disciplined execution across long sales cycles and multiple stakeholders

Account Expansion & Growth • Expand presence across multiple sites, functions, and business units

• Identify whitespace and cross-portfolio opportunities

• Drive long-term account growth planning and execution

Strategic Partnerships & Collaboration • Develop high-value partnerships that extend beyond transactional sales

• Coordinate internally across Technical Sales Specialists, Service, Marketing, and Leadership teams

• Serve as the central point of orchestration for enterprise engagement

Commercial & Business Leadership • Own account performance, including revenue growth, pipeline development, and forecast accuracy

• Apply strong business acumen to align customer investments with measurable value

• Contribute market and account insights to broader commercial strategy

What Success Looks Like • Expands revenue and share of wallet within strategic pharma accounts

• Wins large, complex, multi-stakeholder opportunities

• Deepens enterprise account penetration across sites and functions

• Builds long-term, trusted customer partnerships

• Drives cross-portfolio growth and solution adoption

• Strengthens customer retention, loyalty, and strategic alignment

Qualifications & Experience Required • Bachelor’s degree required (scientific discipline strongly preferred)

• Significant commercial experience in life sciences, biotech, diagnostics, or pharmaceutical industries

• Proven success managing complex enterprise accounts and delivering revenue growth

• Demonstrated ability to lead large, multi-stakeholder sales opportunities

• Strong track record of quota achievement and performance delivery

• Willingness to travel nationally

Preferred • Advanced degree (MBA, PhD, or relevant scientific discipline)

• Experience with solution-based or enterprise selling models

• Experience engaging executive-level stakeholders

• Familiarity with analytical instrumentation, workflows, or regulated environments

Core Competencies • Strategic / Enterprise Selling

• Executive Relationship Management

• Complex Negotiation & Deal Leadership

• Enterprise Account Planning

• Business & Financial Acumen

• Cross-Functional Leadership & Influence

• Scientific Credibility

Work Environment & Travel Field-based role with national or multi-site account coverage Travel up to ~50–70% depending on accoun

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