Strategic Account Manager

Job Title: Strategic Account Manager
Location: WMFTS - Singapore - Techplace
Location Type: Hybrid
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/

Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.

When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.

Job Summary:
We are seeking a talented and motivated Strategic Account Manager to join our dynamic team.

Key Responsibilities:

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

Skills/Experience:

Interpersonal Interaction Requirements:

• Able to lead, communicate and foster relationships with customers and colleagues
  
• Fault finding and problem solving skills
  
• Prioritizing workload
  
• Working in a largely unsupervised manner
  
• Working within procedural guidelines in a methodical manner
  
  

Education and Experience Requirements:

• Formal relevant engineering, life science, biomedical, pharmacy, biotechnology or business qualification; equivalent experience will also be considered.
  
• Proven sales, strategic account management or business development experience in pharma, biopharma, life sciences, process equipment, fluid handling, pumps, single-use technology or related technical industries.
• Experience handling large global pharma or biopharma accounts in Singapore, preferably with exposure to manufacturing sites, project teams and regional/global procurement stakeholders.
• Experience selling to engineering, MSAT, manufacturing, QA/validation, process development, procurement and management stakeholders.
  
• Experience in biopharmaceutical or pharmaceutical manufacturing, process engineering or life science applications will be an added advantage.
  
• Proficient in English writing, reading and business communication competencies.
  
  

Special qualifications

• Strategic account planning and stakeholder mapping skills.
• Results and growth orientated, with strong hunter-farmer capability.
  
• Strong writing skills.
  
• Data analysis skills and ability to translate CRM, pipelines and installed based data into account actions.
  
• Commercial discipline in forecasting, pricing, margin protection and opportunity qualification.

Computer competencies required for this position

• Computer literate, able to create professional correspondence, proposals and account plans in Word.
• Able to use Excel to analyze, collate and present customer, pipeline, installed-base and sales data.
  
• Able to use Outlook or equivalent tools for e-mail, meeting and appointment tracking purposes.
  
• Knowledge of and experience working with ERP systems and Customer Relationship Management (CRM) tools.
  
• Must continue to grow with existing and upcoming technology in an effort to become increasingly efficient.
  
  

Specific requirements for completing essential functions of the position:

• Flexibility to travel locally in Singapore.
  
• In a periodic manner, the ability and willingness to travel regionally and internationally for training and conferences as required.

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

• A competitive salary
• Flexible working arrangements
• A generous holiday allowance
• Three days’ paid volunteering leave
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.

We want everyone to be able to make their difference here, so we will always consider requests for flexible working.

We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include

• Gender-neutral parental leave
• 15 days of extra paid caregiver leave
• Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
• Menopause-friendly workplace principles and more

Learn more at spiraxgroup.com/inclusion.

We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.

We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.

If you require accommodations during the application process, please let us know.

Company Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.

Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!

Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.