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, 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 engagemen t 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
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 Flow 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
Compensation
The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
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.
At BD, we are committed to supporting our associates' well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
Medical coverage
Health Savings Accounts
Flexible Spending Accounts
Medical coverage
Health Savings Accounts
Flexible Spending Accounts
Dental coverage
Vision coverage
Hospital Care Insurance
Critical Illness Insurance
Accidental Injury Insurance
Life and AD&D insurance
Short-term disability coverage
Long-term disability insurance
Long-term care with life insurance
Other Well-being Resources
Anxiety management program
Wellness incentives
Sleep improvement program
Diabetes management program
Virtual physical therapy
Emotional/mental health support programs
Weight management programs
Gastrointestinal health program
Substance use management program
Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
BD 401(k) Plan
BD Deferred Compensation and Restoration Plan
529 College Savings Plan
Financial counseling
Baxter Credit Union (BCU)
Daily Pay
College financial aid and application guidance
Life Balance Programs
Paid time off (PTO), including all required State leaves
Educational assistance/tuition reimbursement
MetLife Legal Plan
Group auto and home insurance
Pet insurance
Commuter benefits
Discounts on products and services
Academic Achievement Scholarship
Service Recognition Awards
Employer matching donation
Workplace accommodations
Other Life Balance Programs
Adoption assistance
Backup day care and eldercare
Support for neurodivergent adults, children, and caregivers
Caregiving assistance for elderly and special needs individuals
Employee Assistance Program (EAP)
Paid Parental Leave
Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
Bereavement leaves
Military leave
Personal leave
Family and Medical Leave (FML)
Jury and Witness Duty Leave
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
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Primary Work Location
USA CA - Milpitas 135
Additional Locations
Work Shift
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.
