Overview
The Strategic Account Manager (Pharma) reports into the global sales team and owns and expands high‑value relationships across key accounts in the pharmaceutical and contract research organization space, both in North America and EMEA. This role blends scientific understanding with commercial strategy to support R&D, clinical operations, and outsourcing initiatives. You will act as a trusted advisor and consultative partner to stakeholders across R&D, procurement, and executive teams, ensuring our solutions drive efficiency, compliance, and measurable program impact
A successful candidate is expected to
Drive increased adoption of our technologies across key accounts
Build strong relationships with operational, procurement and executive stakeholders
Realized consistent achievement of bookings targets across the portfolio.
Build and communicated clear account plans tied to customer development and outsourcing strategies
Engage in proactive identification of risks, competitive threats, and growth opportunities.
The Strategic Account Manager- Pharma will cover (NY, NJ, PA, IL, IN, MD) territory will provide strategic direction and tactical focus for the nCounter Platform within the assigned territory to meet and exceed quarterly and annual revenue goals. They are responsible for identifying and establishing relationships with new customer accounts for the sale of nCounter capital equipment and pilot projects leading to instrument sales using both direct and indirect selling methods. They will work closely with Sales, Marketing and Field Application teams to ensure successful partnering to achieve territory revenue goals.
Responsibilities
Key Responsibilities
Strategic Account Leadership
Manage all aspects of Bruker Spatial Biology’s portfolio in your assigned pharma and CRO accounts in the US and EMEA geographies.
Develop multi‑year account strategies aligned with customer R&D, clinical trial, and operational priorities.
Map and support decision‑makers across R&D operations, procurement, and executive leadership to deepen engagement.
Growth & Commercial Strategy
Identify expansion opportunities across therapeutic areas, study phases, or functional groups (e.g., discovery, translational, etc.).
Lead renewals, pricing discussions, and contract negotiations with a value‑based, partnership‑oriented approach.
Maintain accurate forecasting and pipeline management tied to quarterly and annual revenue goals.
Scientific & Operational Partnership
Understand R&D and drug‑development workflows, across discovery, preclinical, and clinical phases.
Collaborate with scientific, technical, and operational teams to address complex customer needs.
Translate customer feedback into actionable insights for product, R&D, and leadership teams.
Cross ‑ Functional Collaboration
Partner with internal teams, such as product management, R&D, product marketing, regional marketing, legal, and senior leadership to drive seamless delivery of solutions to your customers.
Lead executive business reviews, presenting performance metrics, operational outcomes, and strategic recommendations.
Support onboarding, adoption, and long‑term utilization across global teams or functional groups.
Industry & Market Insight
Stay current on pharma and CRO trends, including outsourcing models, regulatory changes, therapeutic pipelines, and competitive landscapes.
Engage in feedback loop with internal teams through field-based insights that informs product strategy, go‑to‑market planning, and customer engagement.
Qualifications
Qualifications
5+ years (preferred) in strategic account management, capital equipment sales, or customer success within pharma, CRO, biotech, or life‑science technology.
Proven success managing complex, multi‑stakeholder accounts with long sales cycles and high compliance requirements.
Ability to influence senior scientific, operational, and procurement leaders.
Excellent communication, negotiation, and executive‑presentation skills.
Bachelor’s…