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About the Role

Waters, a global leader in life sciences, is seeking an Account Manager to drive territory growth by developing new business, expanding existing accounts, and delivering integrated, solution-based value across the full Waters portfolio. This role requires strategic ownership of the territory, aligning customer needs, market dynamics, and internal expertise to achieve commercial success.

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
• 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
• 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

Skills

• Strategic Territory Management
• Business Development & Hunting
• Consultative / Solution Selling
• Relationship & Network Building
• Market & Competitive Acumen
• Opportunity & Pipeline Management
• Negotiation & Closing
• Cross-Functional Leadership

Location

• USA CA - Milpitas

Work Type

• Field-based

Experience Level

• 3-5+ years

Education Level

• Bachelor's degree

Salary/Compensations

• $95,600 - $153,000

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.
• BD prioritizes 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.
• 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.
• 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.

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.