Global Strategic Account Manager

Overview

Reporting to the Director of Global Accounts, the Global Account Manager (GAM) is responsible for managing and growing a long-term, collaborative relationship with multi-site customers who are important to Waters’ business. The GAM’s primary points of contact are with key decision makers in the scientific and business communities of each account. The GAM will coordinate efforts of cross-functional customer-facing and internal teams to meet complex 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 the Philadelphia to Newark corridor in the US. Ability to travel internationally is required.

Responsibilities

• 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

Qualifications

 

 

• BS/Masters/PhD in a scientific discipline (e.g. chemistry, biology or biochemistry) or a science-related field of study
• Over 8 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 integrate an understanding of sound business and financial fundamentals with in-depth knowledge of the market and industry
• Candidate will be at the top of their current role and looking to expand their career into global account management

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

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 Using 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       

 

 

Project Management

• Good time management - effective in managing multiple and disparate demands on your time and resources
• Organized - Building project plans for complex multi-site sales and support opportunities
• Communication and Interpersonal Skills - Using all Waters resources effectively to solve customer challenges
• Understanding customer challenges and translating them into compelling solutions