Global Strategic Account Manager – Biotech in Westborough, Massachusetts at Pall

Date Posted: 7/19/2019

Job Snapshot

Job Description

Job ID: PAL003149

About Us

Pall Corporation is a global leader in high-tech filtration, separation, and purification, serving the diverse needs of customers across the broad spectrum of life sciences and industry.

Pall Life Sciences provides cutting-edge products and services to meet the demanding needs of customers discovering, developing and producing biotech drugs, vaccines, cell therapies and classic pharmaceuticals. Pall offers advanced medical technologies, which are often a patient’s last line of defense from dangerous pathogens. Pall’s food and beverage products provide critical protection from contaminants during various manufacturing steps.

Pall Industrial serves a diverse range of customers in the microelectronics, aerospace, fuels, petrochemical, chemical, automotive, and power generation industries. Pall is a key supplier to the innovative and demanding semiconductor and consumer electronics industries, and provides filtration products used in critical applications on commercial and military aerospace vehicles. Pall products are key to the reliability of industrial equipment. Pall’s engineered solutions help municipal and industrial customers address mounting water quality, scarcity and demand issues, and help energy companies maximize production and develop commercially successful next generation fuels.

Headquartered in Port Washington, New York, Pall has offices and plants throughout the world.

To learn more about Pall, please visit


From biotech concept through to design, validation and production across all biotech applications, we help biotech therapy and biopharma development companies adapt to changing market conditions with innovative, life changing technologies and solutions.

Whether that means quickly developing a process for a new drug, collaborating closely with our customers, ensuring regulatory compliance, or making existing processes easier, faster and better, we are ready to work with the top tier drug and gene therapy developers and manufacturers to address their biotech needs.

The Global Strategic Account Manager role is critical to Pall's Biotech business in attaining and exceeding our strategic objectives


  • Grow Pall revenue and profits though accelerating % share of spend and level of drug specification at global strategic account(s)
  • Engage customer C-suites, top-level manufacturing, top level process development as strategic partners
  • Network with executive and C-suite decision makers at global accounts to drive business development and positive customer relationships. Prioritize Pall business development efforts to use key customer decision makers. This will require global travel ~25%
  • Ensure that Pall is providing the highest level of customer value to effectively position Pall as the preferred supplier/partner for OTD, Quality, Technical support, product application and customer return on investment -10%
  • Win specification on drug pipelines and platforms by prioritizing resources and focusing use of global Product Management, R&D, SLS/BPS and field technical capabilities 25%
  • Develop and execute a comprehensive global account management plan both individually and with Pall resources, including local/geographical, and commercial representation, to effectively negotiate contracts, grow wallet share and strategic WTS growth funnel opportunity, grow total solutions business around new builds and capacity expansion, provide customer access to new products via Pall R&D efforts 25%
  • Provide direction, mentorship and leadership on business line strategy implementation to field-based regional sales, account management, regional management, and technical teams to further improve global account strategic plan 15%

Job Requirements


  • 10+ years of large, regional or global account management experience, preferably in the Biotech market
  • Bachelor degree in technical discipline or business management

Additional Competencies: 

  • Understanding of business financials along with ability to lead cross functional teams while providing compelling value propositions to customer
  • Thorough understanding of contract law, T&C s, IP considerations
  • High level of negotiation skill
  • Demonstrate leadership in order to drive overall organization to successfully implement overall customer strategy
  • Thorough understanding of selling across multiple cultures. Excellent communication skills and presentation abilities
  • Ability to lead and influence individuals that are not direct reports
  • Ability to sell internally and externally at all levels to all disciplines
  • Thorough understanding of Pall technology and applications
  • Extensive travel 
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.