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 account scope
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading pharmaceutical and biotech organizations to solve complex analytical challenges at scale.
As part of Waters, you will:
Lead engagement with top-tier global pharmaceutical organizations
Work across a broad, market-leading portfolio of solutions
Partner with world-class technical and commercial experts
Operate in a role with direct impact on enterprise growth and market leadership
Who Thrives in This Role
Strategic leaders who take ownership of enterprise outcomes
High performers driven by complex problem-solving and commercial success
Relationship builders who operate effectively at executive and scientific levels
Professionals who combine strategic thinking with disciplined execution
Who This Role Is Not For
Individuals who prefer transactional or single-site selling environments
Candidates uncomfortable navigating complex enterprise dynamics
Those who rely on short-term wins without building long-term strategy
Individuals who prefer limited cross-functional collaboration or ownership
Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company's receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD's Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
Compensation
The expected compensation range for this role is $115,000.00 - 183,900.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers .
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
Required Skills
Optional Skills
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Primary Work Location
USA MA - Andover
Additional Locations
Work Shift
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
