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Principal Business Development Manager Pharma at Waters Corporation: 100% Remote (US)

November 3, 2026

Title: Principal Business Development Manager Pharma

Location: Eastern San Francisco Bay, California, United States

Department: FS - Field Sales

Job Description:

Overview

We are seeking a dynamic, strategic, and results driven Business Development Manager to join our team. The ideal candidate will drive growth and expand market presence for bioanalytical solutions across academic institutions, government research labs, core facilities, non‑profit research centres, CROs and Pharma Discovery Labs.

This role places strong emphasis on communicating the value of LC‑MS–based and flow cytometry bioanalytical endpoints to diverse scientific communities. You will collaborate closely with regional sales and marketing teams, develop targeted commercial plans for academic and research markets, and build trusted relationships with institutional stakeholders, PIs, core directors, and scientific staff.

This is a remote position, with flexibility to work from any location in the US ( with preference to west coast US

Responsibilities

Lead Generation & Market Expansion

Identify and pursue new business opportunities across academic departments, shared resource facilities, government labs, and pharma research organizations.
Generate and qualify leads through scientific networking, campus visits, conferences, workshops, and digital outreach.

Sales Funnel Management

Develop and execute strategies to broaden adoption of bioanalytical technologies in research-intensive organisations.
Maintain an accurate sales pipeline and provide reliable forecasting for the target customer segment.

Sales Support

Collaborate with regional sales and marketing teams to convert academic and research opportunities into orders.
Support the sales process through technical presentations, workflow discussions, demonstrations, and proposal/quote negotiation.

Tactical Sales Planning

Develop and implement sales plans tailored to academic funding cycles, grant landscapes, and institutional priorities.
Set and monitor target performance to ensure goals aligned with the Annual Operating Plan (AOP) are achieved or exceeded.

Sales Enablement

Deliver remote and in person‑ training for sales and marketing teams focused on academic bioanalytical workflows, research applications, and adoption drivers.
Provide tools, content, and positioning strategies designed specifically for academic and government research environments.

Sales & Marketing Initiatives

Use virtual platforms, academic seminar programs, webinars, and outreach events to expand awareness and build the funnel in academic and pharmaceutical discovery markets
Create and execute promotional initiatives aligned with academic research trends and institutional needs.

Customer Relationship Management

Build and maintain strong, long term‑ relationships with principal investigators, lab managers, core directors, and research administration.
Collect and communicate customer insights, research challenges, and success stories to guide commercial strategy.
Ensure exceptional customer service to support recurring business and long‑term partnerships.

Sales Reporting & Analysis

Provide regular updates on performance, market dynamics, grant trends, and customer feedback to the Pharma Program Lead.
Use data-driven insights to adjust strategies and maximize success in the target customer segment.

Technical Expertise

Maintain a strong working knowledge of quantitative and qualitative LC‑MS, flow cytometry, and complementary analytical technologies.
Communicate technical and workflow advantages effectively to scientific audiences with varying levels of expertise.

Product Development Input

Capture feedback from researchers, core facility staff, and field sales teams to support ongoing refinement of bioanalytical solutions.

Cross‑Functional Collaboration

Partner with sales, marketing, product management, and the broader Waters Analytical Science business segment to deliver cohesive, research-focused solutions to customers.

Qualifications

Education

Bachelor’s degree in a lifescience related‑ field.
An MBA or a Master’s/PhD in a scientific discipline is highly advantageous.

Experience

Minimum 5 years of experience in sales or business development serving academic, government, or pharmaceutical scientific markets.
Demonstrated ability to assess research needs and translate them into effective commercial strategies.
Proficiency with Salesforce CRM and business analytics tools for managing pipelines, forecasting, and account planning, as well as Microsoft Office suite.

Skills and Abilities

Strategic Sales & Marketing

Ability to identify, target, and engage high value‑ research institutions and Pharmaceutical Discovery customers.
Skilled in developing marketing strategies tailored to academic research cycles and organizational structures.

Networking & Relationship Management

Proven ability to build long-term relationships across universities, core facilities, research institutes, and Pharmaceutical Discovery labs.
Excellent interpersonal communication skills that enable connection with researchers, Lab Directors and internal teams.

Analytical & Negotiation Skills

Strong analytical mindset to interpret scientific trends, grant funding patterns, and organisational priorities.
Effective negotiation skills for instrument sales, multi-group purchases, and service or workflow agreements.

Communication & Presentation

Excellent written and verbal communication skills; able to clearly present complex scientific solutions.
Creative self-starter who can design and execute impactful customer engagement programs.
Ability to motivate and influence cross-functional teams.

Technical Expertise

Deep understanding of liquid chromatography, mass spectrometry, and flow cytometry as applied to academic, Pharmaceutical Discovery and translational research.
Ability to communicate research applications, workflow integration, and value propositions to diverse scientific audiences.

Travel Requirement

Willingness to travel up to 50% for campus visits, seminars, conferences, customer meetings, and team activities.

Reporting Line

Reports directly to the Pharma lead within the LCMS Business Segment in the Analytical Sciences Division

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

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8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...