Role Summary
Differentiate the science. Elevate the conversation. Win complex opportunities. At Waters, Pharmaceutical Technical Sales Specialists (TSS) play a critical role in advancing complex commercial opportunities by bringing deep scientific expertise and technical credibility to the customer interface. You will operate at the intersection of science and sales—partnering with Account Managers and Strategic Account teams to shape customer decisions, validate solutions, and accelerate deal progression. This is not a support function—it is a strategic, customer-facing role that directly influences win rates, technical differentiation, and customer confidence. You will engage with sophisticated pharmaceutical and biotech organizations, guiding them through evaluation, workflow optimization, and proof-of-concept activities. Success in this role requires scientific depth, consultative engagement, and commercial awareness—the ability to translate complex technical capabilities into compelling business and scientific outcomes. Provide specialized technical expertise to support complex pharmaceutical and biotech opportunities by enabling customers to evaluate solutions, optimize workflows, and make confident purchasing decisions. Act as a technical authority and strategic partner, strengthening competitive positioning and accelerating revenue outcomes within key pharma accounts.
Key Responsibilities
Technical Sales & Opportunity Advancement
- Provide technical leadership across complex pharmaceutical and biotech sales opportunities
- Partner with Account Managers and Strategic Account Managers to shape and advance deal strategy
- Strengthen win probability through differentiated technical positioning and solution alignment
Customer Engagement & Scientific Consultation
- Deliver high-impact product demonstrations, technical presentations, and scientific consultations
- Engage with customer stakeholders to understand workflows, challenges, and desired outcomes
- Translate scientific and technical requirements into tailored solution recommendations
Workflow Design & Solution Optimization
- Design and optimize customer workflows to improve efficiency, performance, and outcomes
- Position integrated solutions across instruments, consumables, services, and software
- Provide insight-led recommendations that elevate the customer value proposition
Proof-of-Concept & Validation Activities
- Support evaluations, pilot programs, and proof-of-concept initiatives
- Lead technical validation efforts to demonstrate solution effectiveness and performance
- Ensure successful execution of customer trials that accelerate purchasing decisions
Competitive Differentiation
- Articulate Waters’ technical advantages with clarity and credibility
- Position solutions effectively against competitors in complex, technical sales environments
- Support the development of win strategies for high-value opportunities
Cross-Functional Partnership
- Collaborate closely with Pharma Strategic Account Managers, Account Managers, Marketing, and Service teams
- Act as a key technical interface between the customer and internal stakeholders
- Contribute insights to inform broader commercial and product strategies
What Success Looks Like
- Improves win rates in complex pharmaceutical and biotech opportunities
- Accelerates sales cycles through effective technical engagement
- Builds customer confidence in Waters’ solutions and capabilities
- Enables successful evaluations, pilots, and proof-of-concept outcomes
- Strengthens technical differentiation in competitive environments
- Drives measurable growth within strategic pharma accounts
Qualifications & Experience
Required
- Bachelor’s degree in Life Sciences, Chemistry, Biology, or related scientific field
- Strong scientific foundation with the ability to engage in technical customer discussions
- Demonstrated communication and presentation skills
- Willingness to travel nationally as required
Preferred
- Advanced degree (PhD or Master’s) in relevant scientific discipline
- Experience in technical sales, applications, laboratory, or customer-facing scientific roles
- Experience supporting pharmaceutical and/or biotech customers
- Expertise in analytical workflows, instrumentation, or related technologies
- Proven ability to influence customer decisions in complex environments
Core Competencies
- Deep Scientific & Technical Expertise
- Technical / Consultative Selling
- Customer-Centric Problem Solving
- Product Demonstration & Storytelling
- Workflow Consulting & Optimization
- Cross-Functional Collaboration
- Communication & Influence
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading pharmaceutical and biotech organizations to solve some of the most complex analytical challenges.
As part of Waters, you will:
- Work with a highly differentiated, market-leading scientific portfolio
- Engage directly with cutting-edge pharmaceutical and biotech customers
- Partner with world-class commercial and technical teams
- Operate in a role that directly influences strategic wins and market differentiation
Who Thrives in This Role
- Scientists who want to apply their expertise in a commercial, customer-facing environment
- Individuals who combine technical depth with strong communication and influence skills
- Professionals who enjoy solving complex problems and shaping customer decisions
- Team-oriented contributors who elevate both technical and commercial outcomes
Who This Role Is Not For
- Individuals seeking purely laboratory-based roles with limited customer interaction
- Candidates uncomfortable operating in commercial, performance-driven environments
- Those who prefer transactional engagement over consultative, solution-based discussions
- Individuals who do not want to collaborate cross-functionally in dynamic sales settings
Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
Compensation
The expected compensation range for this role is $83,000 - $133,000. Final compensation will be determined based on experience, skills, and geographic location.
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit [_https://bd.com/careers_](https://bd.com/careers).
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally-protected characteristics.
