Pharmaceutical Strategic Account Manager - San Francisco

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

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.

Role Purpose

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.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

To learn more about BD visit  

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

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.

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