Waters

Overview

Reporting to the Director of Global Accounts the Global Strategic Account Manager (GSAM) is responsible for leading and growing a long-term, collaborative relationship with accounts designated as strategic to Waters’ business. The GSAM’s primary points of contact are key decision makers within the scientific and business communities of each account. The GSAM will coordinate efforts of cross-functional customer-facing and internal teams to meet sophisticated customer requirements and leverage new business opportunities across the customer’s organization. In most cases the scope of responsibility will be global.

This position is located within driving distance Central Indiana, and that gives reasonable and ready access to key locations of the assigned account

Responsibilities

Job Details

• Will be responsible for strategically running all business aspects related to growth, collaboration, and customer happiness at a single, multi-national pharmaceutical account
• Develops a Business Plan for each account for which s/he is responsible. This business plan will be constructed to meet both short- and long- term business objectives and to position Waters as a strategic partner that drives growth and collaboration
• Collaborates with the customer-facing geographic business owners to execute the account-specific plans
• Responsible for coordinating global business development activities at assigned Global Accounts
• Coordinates efforts to identify and address large global sales opportunities
• Supports the Global Business Owners (AM's and GM's) and Global Contract Management team in maintaining and supporting necessary contracts for the assigned global account
• Monitors and understands opportunities and threats, including client market environment and potential competition

Qualifications

Candidate Profile:

• BS/Masters/PhD in a scientific subject area (e.g. chemistry, biology or biochemistry) or a science-related field of study
• Over 10 years in commercial leadership roles, including at least three years with full customer-facing accountability for revenue generation at a regional level or above
• Ability to demonstrate an understanding of sound business and financial fundamentals
• Have in-depth knowledge of the pharmaceutical market and industry

In terms of the performance and personal proficiencies required for the position, we would highlight the following:

Implementing Strategy 

• Owns the process of developing a clear and winnable strategy to deliver the vision of what the customer supplier relationship can be
• Effectively communicates Waters’ vision, future product strategies and benefits of a global relationship to customers in positions from lab manager to senior leadership
• Optimally analyzes company capabilities against the customer to resolve fit, opportunities, and "solutions" of products and services that meet customer-defined value
• Anticipates future consequences and trends accurately; sharing these thoughts with key team members within Waters

Executing for Results

• Drive execution of strategy to exceed revenue targets
• Capable project and process manager
• Goes beyond conventional modes of thinking and approaching problems and creatively develops innovative, alternate possibilities beyond the obvious
• Manages a sophisticated web of relationships with key partners, balancing differing agendas and championing the overall customer strategy for enterprise business outcomes

Building Relationships and Leading Through/By Influence

• Engages others to gain their support and cooperation in pursuing initiatives or courses of action
• Leads the team in the account planning and solution development processes, jointly creating team goals and metrics
• Understands the complexities of leading via influence in a matrixed organization; is practical and perceptive in using appropriate methods, resources, and the collaboration of others to accomplish objectives
• Uses leadership and entrepreneurial skills to openly engage others in strategic thinking

Leadership competencies

• Authentic - Operates with integrity, visibility, and modesty
• Enterprise Minded - Acts as a true company owner to advance the overall interests of Waters
• Outside-In Thinker - Carries a broad global perspective of markets, technologies, and trends
• Agile - Balances clear strategic thinking and accountability in execution to deliver results
• People Focused – Actively establishes relationships with customers, peers, and key decision makers #LI-Remote

Company Description

Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality. 

Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or protected Veteran status. 

Key Words

sales, chromatography, UPLC, LC/MS, MS, field, customer, laboratories, biochemistry, marketing, communication, global account, strategic account, executive sales