Waters Corporation

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Pharmaceutical Business Development Manager - Small Molecule Discovery

Pharmaceutical Business Development Manager - Small Molecule Discovery

Req. # 
Company Name 
Waters Division
Regular Full-Time

More information about this job

Company Description

For over 50 years, Waters Corporation has developed innovative analytical science solutions to support customer discoveries, operations, performance, and regulatory compliance. Specifically, the company designs, manufactures, sells, and services high performance liquid chromatography, ultra performance liquid chromatography, and mass spectrometry technology systems and support products primarily in the United States, Europe, Japan, and Asia. Our innovations enable significant advancements within the pharmaceutical, life science, biochemical, industrial, food safety, environmental, academic and government industries. Waters is a publicly traded corporation (NYSE:WAT) with more than 6,500 employees and is represented in over 100 countries around the world.



Waters Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. 


Waters Corporation is currently seeking a Pharmaceutical Market Development Manager, Small Molecule Discovery to join our Pharmaceutical Market Development group. In this role, we are looking for an individual to be responsible for driving Waters offerings for Drug Discovery, with a focus on Medicinal Chemistry, Purification and Open Access. Specifically, this role would be responsible for developing and working with Waters field operations to implement tactical plans to drive new business within customers within the Small Molecule Discovery segment.  


This role is a cross-functional role, requires the individual to have both scientific and business background, and requires understanding the interrelationship between groups as well as the ability to influence and work across functional boundaries.


  • Assess customer need and define portfolio gaps for the small molecule pharmaceutical discovery market
  • Develop and implement business plans to support short and intermediate term growth (1-3 years) needs to maximize business impact by leveraging existing product portfolio and position Waters right-to-win for defined workflows
  • Work with field marketing teams to develop tactical plans to drive the business
  • Lead / influence a highly matrixed product and market development team to identify product gaps needed to facilitate growth to meet/exceed financial targets
  • Work with the scientific operations team to develop market and application-specific collateral to positively impact business growth
  • Assess competitive landscape and differences per management unit. Articulate business opportunities and a response to competitive threats by leveraging Waters differentiated solutions.
  • Conduct on site customer visits and/or host market-specific forums to capture the customer needs and develop appropriate value propositions and insights



  • Bachelor’s Degree in Science related field with at least 5 years’ experience. Master’s Degree or Ph.D. degree in related field preferred. MBA is desirable.
  • Knowledge of, or experienced within, the small molecule pharmaceutical discovery market.
  • Previous experience developing and implementing business plans to support short and long term initiatives strongly preferred.
  • Knowledgeable in Liquid Chromatography, Supercritical Fluid Chromatography and Purification, strongly preferred.
  • Knowledgeable in Mass Spectrometry preferred.
  • Prior hands on experience in pharmaceutical industry preferred.
  • Experience in scientific instrument business or in pharmaceutical industry, including demonstrating successful leadership.
  • Experience in, or exposure to, multiple disciplines within Waters preferred.
  • Experience with leading teams of people/networks or scientific projects.
  • Evidence of good communication skills and of building good relationships with customers.
  • Commercial/marketing experience or experience of a customer facing role in the Life Sciences Industry.
  • Excellent oral and written communication skills.



Key Words

chromatography, mass spectrometry, tactical marketing, strategic marketing, business development, pharmaceutical, life sciences, small molecule, medicinal chemistry, purification, drug discovery, open access