Strategic Account Manager

Role Summary

Drive and grow WMFTS sales within the Singapore pharmaceutical and biopharmaceutical sectors, including establishing and expanding direct sales operations. Manage and strengthen relationships with existing key accounts, strategic development accounts and high- potential new accounts. Own strategic account planning, stakeholder mapping, installed-base analysis, competitor mapping, project pipeline development and share-of-wallet expansion.

Protect and grow existing accounts by expanding into new departments, applications, SKUs, product families and process areas. Lead new business development by identifying, acquiring and reactivating pharma, biopharma, CDMO, vaccine, cell and gene therapy, biotech and life science customers. Lead new business development by acquiring new accounts and reactivating inactive or lapsed biopharm customers.

Own and grow strategic development account (SDA), focusing on revenue, margin, and long-term pipeline development. Execute the full sales cycle from prospecting and technical discussions to proposal development and deal closure. Position WMFTS solutions based on process reliability, contamination risk reduction, GMP compliance, and total cost of ownership.

Provide application-led consultation across upstream, downstream, and fill-finish biopharm processes. Build strong cross-functional relationships with stakeholders including engineering, MSAT, QA/validation, procurement, and management. Maintain strong commercial discipline through accurate CRM usage, forecasting, pricing, and negotiation aligned with company policies.

Deliver measurable results through KPIs such as account reactivation, new revenue generation, key account growth, and pipeline conversion. Take on special projects or strategic initiatives as assigned by the Sales Manager and/or APAC Management team. What you’ll be doing Maintain regular contact with assigned pharma and biopharma customers and ensure Watson-Marlow Fluid Technology Solutions products are specified in existing operations and new projects.

Achieve or exceed agreed sales, gross margin, pipeline, new account, new SKU and strategic account growth targets. Develop and execute account plans for key accounts, including revenue targets, stakeholder maps, installed base, competitor presence, new application opportunities, MRO needs and project pipeline. Grow existing accounts by identifying new users, departments, applications, buying centres and product families across manufacturing, process development, MSAT, engineering, QA/validation and procurement.

Identify and acquire new accounts within Singapore pharma, biopharma, CDMO, vaccine, cell and gene therapy, biotech and life science sectors. Identify upcoming projects and ensure WMFTS specifications are considered during project design, process development, scale-up, validation, procurement and operational phases. Identify consultants, EPCs, contractors, OEMs and system integrators involved in customer projects, and build regular contact to make WMFTS the preferred fluid handling choice.

Keep Southeast Asia teams updated on projects by discussion and to maintain and progress projects. Arrange and run customer training and presentations, which can be on-site and/or office based Feed back potential product improvements and complaints, where new applications offer greater potential but existing specifications exclude or lessen our suitability.

Increasing our market share by replacing other pump types as well as other manufacturers peristaltic pumps. Keep the Sector Leader updated with competitor activity encountered in the market place. Identify, organise and progress field trials. Identify and lead marketing activities maintaining our brand and find new opportunities.

Keep CRM up to date with all customer activities. Conduct all activities in accordance with the Quality Management System To regularly attend selected exhibitions and provide necessary market reports/ trends