Account Manager (Pharma/Biotech) - Philadelphia

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.

• 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 

• Consistently meets or exceeds 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 

• 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 

• 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 

• Strategic Territory Management 

• Business Development & Hunting 

• Consultative / Solution Selling 

• Relationship & Network Building 

• Market & Competitive Acumen 

• Opportunity & Pipeline Management 

• Negotiation & Closing 

• Cross-Functional Leadership 

• Field-based role requiring regular customer engagement 

• Travel up to ~50–60% within assigned territory 

• Individuals who take ownership and accountability for outcomes 

• High performers motivated by achievement, competition, and growth 

• Strategic thinkers who translate insights into action 

• Relationship builders who create lasting customer partnerships 

• Professionals who operate with discipline, resilience, and focus 

• Those who prefer low-accountability or highly structured environments

• Individuals who rely solely on inbound opportunities 

• Transactional sellers who do not build long-term customer value 

• Candidates uncomfortable with performance-driven expectations