As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
We are the people who give possibilities purpose
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
Job Description
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, d
rive 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 in life sciences, diagnostics, healthcare, or related industries
Experience with
capital equipment and/or solution-based selling
Familiarity with
F
low
Cytometry
and
laboratory environments
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
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 Skills
Optional Skills
.
Primary Work Location
USA CA - Milpitas 135
Additional Locations
Work Shift