Account Manager; Pharma​/Biotech - Philadelphia

Job Description

Position Summary

Own the market. Shape the strategy. Deliver measurable impact.

At Waters, Account Managers are territory leaders—operating at the intersection of commercial excellence, strategic thinking, and customer partnership. You will own your territory as a business, driving growth through a combination of new business development, market insight, and trusted relationships.

This role requires more than execution. It demands the ability to understand complex customer environments, navigate networks, position differentiated solutions, and convert opportunity into sustained growth.

You will be expected to win—consistently and competitively—while building credibility as a partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you win matters just as much.

Role Purpose

As part of the Waters Biosciences division, drive sustainable territory growth by developing new business, expanding existing accounts, and delivering integrated, solution-based value across the full Waters portfolio.

Act as the strategic owner of the territory, aligning customer needs, market dynamics, and internal expertise to achieve commercial success.

Key Responsibilities

• Develop and execute a comprehensive, data-driven territory strategy
• Identify market opportunities, whitespace, and growth vectors
• Own territory performance, including revenue, pipeline, and forecast accuracy

• Proactively create, qualify, and advance new opportunities
• Build and maintain a robust, balanced pipeline
• Compete effectively to win new business and displace incumbents

• Build and expand multi-level relationships across customer organizations
• Map stakeholder networks and navigate complex decision-making environments
• Leverage relationships to drive long-term account growth and retention

• Deliver consultative, insight-led engagement with customers
• Position integrated solutions across instruments, consumables, services, and software
• Translate technical and scientific needs into clear commercial outcomes

• Lead opportunity strategy from qualification through close
• Manage complex deal cycles with discipline and precision
• Negotiate effectively to achieve strong commercial outcomes

• Partner with Technical Sales Specialists, Application Scientists, Service, and Strategic Accounts
• Align internal expertise to deliver coordinated, high-value solutions
• Act as the central point of orchestration for customer engagement

• Maintain deep understanding of territory dynamics, customer needs, and competitive landscape
• Position Waters solutions effectively to differentiate and win
• Provide insights to inform broader commercial strategy

What Success Looks Like

• Consistently meets or exceed territory revenue and growth targets
• Builds and converts a high-quality, scalable pipeline
• Wins competitive opportunities and expands market share
• Develops strong, trusted customer relationships that drive long-term value
• Demonstrates clear market insight and strategic account planning
• Maintains high standards of forecast accuracy and execution discipline
• Recognized as a trusted partner internally and externally

Qualifications & Experience

Required

• Bachelor’s degree in Science, Business, or related field
• 3–5+ years of sales or commercial experience
• Proven track record of meeting or exceeding revenue targets
• Experience managing customer relationships and driving growth
• Ability to manage multiple complex opportunities simultaneously
• Willingness to travel within assigned territory

Preferred

• Experience in life sciences, diagnostics, healthcare, or related industries
• Experience with capital equipment and/or solution-based selling
• Familiarity with Flow Cytometry and laboratory environments
• Experience engaging technical and executive stakeholders
• Proficiency with CRM platforms (e.g., Salesforce) and analytics tools

Core Competencies

• Strategic Territory Management
• Business Development & Hunting
• Consultative / Solution Selling
• Relationship & Network Building
• Market & Competitive Acumen
• Opportunity & Pipeline Management
• Negotiation & Closing
• Cross-Functional Leadership

Work Environment & Travel

• Field-based role requiring regular customer engagement
• Travel up to ~50–60% within assigned territory

Compensation

The expected compensation range for this role is $ 95,600. USD Annual. Final compensation will be determined based on experience, skills, and geographic location.

Equal Opportunity

Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.

Primary Work Location

USA CA - Milpitas 135