Pharmaceutical Strategic Account Manager - San Francisco

Becton Dickinson Medical Devices • Milpitas, CA

4d • Remote

About The Position

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.

Requirements

• 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

Nice To Haves

• 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

Responsibilities

• 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
• 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
• 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
• Expand presence across multiple sites, functions, and business units
• Identify whitespace and cross-portfolio opportunities
• Drive long-term account growth planning and execution
• 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
• 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

Benefits

• 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.
• 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 https://bd.com/careers
• 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 .

What This Job Offers

• Job Type: Full-time
• Career Level: Senior