Overview

The Biologics Commercial team is directly responsible for customers primarily engaged in large molecule work. The Principal Bio Account Manager drives and grows the biologics business across the entire Waters portfolio, including both Waters and Wyatt products.

This role involves the strategic development and execution of territory plans, the cultivation of deep and lasting customer relationships, and the alignment with internal teams to exceed sales objectives. Our Principal Bio Account Managers are responsible for driving the sales pipeline, managing high-value opportunities, and delivering accurate forecasts to the executive management team. They engage with customers regularly, both in-person and virtually, to identify partnership opportunities and introduce new technologies with the goal of winning sales. Furthermore, our Principal Bio Account Managers work in close collaboration with BioPharma Market Application Specialists to consistently achieve and surpass ambitious sales targets.

Responsibilities

• Achieve and exceed sales objectives by promoting Waters' full range of products and services, including Wyatt, LC, Mass Spectrometry, Informatics, Consumables, and Services. Utilize value and solution selling techniques to highlight the benefits and applications of our products to potential customers.
• Develop and implement a comprehensive strategic business plan to achieve growth targets.
• Initiate and lead business development activities such as marketing meetings, product demonstrations, and customer-focused seminars. These activities aim to generate leads, nurture customer relationships, and drive product adoption.
• Maintain accurate and current records of proposals, opportunities, accounts, contacts, leads, and actions through CRM. Ensure daily and weekly updates to provide a clear and up-to-date picture of sales activities and pipeline status.
• Coordinate all sales activities within defined accounts, including lead generation, follow-up, cold calling, technical seminars, demos, and customer support. Ensure a seamless and integrated approach to customer engagement and support.
• Establish and maintain key customer relationships by understanding their application needs and providing tailored solutions. Use these insights to effectively sell new products and drive customer satisfaction and loyalty.
• Develop detailed business plans and accurately forecast territory results. Provide market intelligence to identify potential customers and competitive activity. Use this information to adjust strategies and ensure alignment with market trends and customer needs.

Qualifications

• Extensive technical knowledge and practical solution selling experience, ideally in large molecules
• Proven track record of exceeding sales objectives in a similar role.
• Expertise in developing and executing strategic territory plans.
• Demonstrated expertise in orchestrating and overseeing complex sales, encompassing lead generation, strategic cold calling, and high-level technical presentations.
• Advanced proficiency in crafting comprehensive business plans, conducting accurate forecasting, and delivering in-depth market intelligence.
• Exceptional communication and relationship-building acumen, with a proven track record of collaborating effectively with cross-functional teams and key stakeholders. Fluent in both spoken and written English, as well as the local language (if applicable).

Company Description

Waters Corporation (NYSE:WAT) is a global leader in analytical instruments, separations technologies, and software, serving the life, materials, food, and environmental sciences for over 65 years. Our Company helps ensure the efficacy of medicines, the safety of food and the purity of water, and the quality and sustainability of products used every day. In over 100 countries, our 7,600+ passionate employees collaborate with customers in laboratories, manufacturing sites, and hospitals to accelerate the benefits of pioneering science. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.