Global Account Manager

Reporting to the Director of Global Accounts the Global Account Manager (GAM) is responsible for leading and growing a long-term, collaborative relationship with accounts designated as strategic to Waters’ business. The GAM’s primary points of contact are key decision makers within the scientific and business communities of each account. The GAM 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 of to Connecticut, USA and gives reasonable and ready access to key locations of the assigned account. Ability to travel internationally is required.

Job Details

• Will be responsible for strategically running all business aspects related to growth, collaboration, and customer satisfaction 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

 

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                                                                                                                                #LI-Remote

 

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.

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