Position Summary
Own the market. Shape the strategy. Deliver measurable impact.
At Waters, Account Managers are territory leaders—operating at the intersection of commercial excellence, strategic thinking, and customer partnership. You will own your territory as a business, driving growth through a combination of new business development, market insight, and trusted relationships.
This role requires more than execution. It demands the ability to understand complex customer environments, navigate networks, position differentiated solutions, and convert opportunity into sustained growth.
You will be expected to win—consistently and competitively—while building credibility as a partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you win matters just as much.
Role Purpose
As part of the Waters Biosciences division, drive sustainable territory growth by developing new business, expanding existing accounts, and delivering integrated, solution-based value across the full Waters portfolio.
Act as the strategic owner of the territory, aligning customer needs, market dynamics, and internal expertise to achieve commercial success.
Key Responsibilities
Territory & Business Leadership
- Develop and execute a comprehensive, data-driven territory strategy
- Identify market opportunities, whitespace, and growth vectors
- Own territory performance, including revenue, pipeline, and forecast accuracy
Business Development & Pipeline Generation
- Proactively create, qualify, and advance new opportunities
- Build and maintain a robust, balanced pipeline
- Compete effectively to win new business and displace incumbents
Account Management & Relationship Expansion
- Build and expand multi-level relationships across customer organizations
- Map stakeholder networks and navigate complex decision-making environments
- Leverage relationships to drive long-term account growth and retention
Solution Selling & Value Creation
- Deliver consultative, insight-led engagement with customers
- Position integrated solutions across instruments, consumables, services, and software
- Translate technical and scientific needs into clear commercial outcomes
Opportunity & Deal Execution
- Lead opportunity strategy from qualification through close
- Manage complex deal cycles with discipline and precision
- Negotiate effectively to achieve strong commercial outcomes
Cross-Functional Collaboration
- Partner with Technical Sales Specialists, Application Scientists, Service, and Strategic Accounts
- Align internal expertise to deliver coordinated, high-value solutions
- Act as the central point of orchestration for customer engagement
Market & Competitive Intelligence
- Maintain deep understanding of territory dynamics, customer needs, and competitive landscape
- Position Waters solutions effectively to differentiate and win
- Provide insights to inform broader commercial strategy
What Success Looks Like
- Consistently meets or exceeds territory revenue and growth targets
- Builds and converts a high-quality, scalable pipeline
- Wins competitive opportunities and expands market share
- Develops strong, trusted customer relationships that drive long-term value
- Demonstrates clear market insight and strategic account planning
- Maintains high standards of forecast accuracy and execution discipline
- Recognized as a trusted partner internally and externally
Qualifications & Experience
Required
- Bachelor’s degree in Science, Business, or related field
- 3–5+ years of sales or commercial experience
- Experience in life sciences, diagnostics, healthcare, or related industries
- Proven track record of meeting or exceeding revenue targets
- Experience managing customer relationships and driving growth
- Ability to manage multiple complex opportunities simultaneously
- Willingness to travel within assigned territory
Preferred
- Experience with capital equipment and/or solution-based selling
- Familiarity with Flow Cytometry and laboratory environments preferred.
- Experience engaging technical and executive stakeholders
- Proficiency with CRM platforms (e.g., Salesforce) and analytics tools
Core Competencies
- Strategic Territory Management
- Business Development & Hunting
- Consultative / Solution Selling
- Relationship & Network Building
- Market & Competitive Acumen
- Opportunity & Pipeline Management
- Negotiation & Closing
- Cross-Functional Leadership
Work Environment & Travel
- Field-based role requiring regular customer engagement
- Travel up to ~50–60% within assigned territory
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.
As part of Waters, you will:
- Work with a highly differentiated, market-leading portfolio
- Partner with world-class technical experts and teams
- Engage with cutting-edge science and leading institutions
- Be empowered to own your business and drive meaningful impact
Who Thrives in This Role
- Individuals who take ownership and accountability for outcomes
- High performers motivated by achievement, competition, and growth
- Strategic thinkers who translate insights into action
- Relationship builders who create lasting customer partnerships
- Professionals who operate with discipline, resilience, and focus
Who This Role Is Not For
- Those who prefer low-accountability or highly structured environments
- Individuals who rely solely on inbound opportunities
- Transactional sellers who do not build long-term customer value
- Candidates uncomfortable with performance-driven expectations
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.
Why Join Us?
A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.
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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careers
added and life science experience.
Compensation
The expected compensation range for this role is $95,600 - $153,000. 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_
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.Required SkillsOptional Skills.
