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About the Role

Account Managers at Waters are territory leaders responsible for driving growth through new business development, market insight, and customer relationships. This role requires strategic thinking, understanding complex customer environments, and positioning differentiated solutions to achieve sustained growth and win competitively.

Responsibilities

• 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.
• Proactively create, qualify, and advance new opportunities.
• Build and maintain a robust, balanced pipeline.
• Compete effectively to win new business and displace incumbents.
• 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.
• 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.
• Lead opportunity strategy from qualification through close.
• Manage complex deal cycles with discipline and precision.
• Negotiate effectively to achieve strong commercial outcomes.
• 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.
• 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.

Requirements

• Bachelor’s degree in Science, Business, or related field.
• 3–5+ years of sales or commercial experience.
• 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.

Skills

• Strategic Territory Management
• Business Development & Hunting
• Consultative / Solution Selling
• Relationship & Network Building
• Market & Competitive Acumen
• Opportunity & Pipeline Management
• Negotiation & Closing
• Cross-Functional Leadership
• Proficiency with CRM platforms (e.g., Salesforce) and analytics tools

Location

• USA CA - Milpitas

Work Type

• Field-based role requiring regular customer engagement

Experience Level

• 3-5+ years

Education Level

• Bachelor’s degree in Science, Business, or related field

Salary/Compensations

• $95,600 - $153,000

Benefits

• Waters plays a critical role in advancing scientific discovery and improving human health.
• 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.

About the Company

• 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.
• BD is one of the largest global medical technology companies in the world.
• Advancing the world of health™ is our Purpose.
• We make products that patients, families and their healthcare professionals rely on.
• We are the makers of possible.

Equal Opportunity

• Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
• 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.