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About the Role

Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success, operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions. This role goes beyond demonstrations, requiring the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making. This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory. This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes. As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.

Responsibilities

Lead deep technical discovery to uncover explicit and latent customer needs
Deliver compelling, application-focused demonstrations that connect science to value
Act as a trusted advisor to scientific stakeholders, building credibility and influence
Translate complex workflows into clear, outcome-driven solutions
Design and position integrated solutions across instruments, consumables, and software
Align technical solutions to customer workflows, challenges, and success criteria
Articulate differentiated value in competitive situations
Reduce perceived risk and accelerate customer confidence in decision-making
Partner with Account Managers to shape and execute winning opportunity strategies
Support qualification, progression, and closing of complex instrument deals
Strengthen technical validation throughout the sales cycle
Anticipate and address technical objections with precision and authority
Maintain deep knowledge of technologies, applications, and competitive landscape
Position Waters solutions effectively to win against competitors
Provide field-driven insights to inform product, marketing, and commercial strategy
Collaborate with Applications Scientists, Service, Marketing, and Product teams
Align internal expertise to deliver seamless, high-value customer engagement
Contribute to a high-performance team culture focused on winning

Requirements

Bachelor’s degree in life sciences or related scientific field
Experience in technical sales, applications, laboratory, or scientific roles
Strong presentation and customer-facing communication skills
Demonstrated ability to translate technical concepts into customer value
Willingness to travel within assigned territory
Maintain residency within the assigned commercial territory

Skills

Technical sales
Applications
Laboratory
Scientific roles
Presentation skills
Customer-facing communication
Translating technical concepts
Analytical instrumentation platforms
Flow cytometry
Capital equipment sales
Complex solution sales
Scientific stakeholder engagement
Business stakeholder engagement
CRM tools
Structured sales processes

Location

Mid-Atlantic territory
Remote

Work Type

Field-based
Remote

Experience Level

Senior

Education Level

Bachelor's degree

Salary/Compensations

$95,600.00 - $153,000.00 USD Annual

Benefits

Health and Well-being Benefits
Retirement and Financial Well-being
Life Balance Programs
Workplace accommodations
Other Life Balance Programs
Leave Programs

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, 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.

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.