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 stakeholder networks, position differentiated solutions, and convert opportunity into sustained growth.
You will be expected to win consistently while building credibility as a trusted partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you achieve them 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.
Territory: Maryland, Washington D.C., Northern Virginia, and surrounding markets.
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 attainment, pipeline health, and forecast accuracy
Business Development & Pipeline Generation
Proactively create, qualify, and advance new opportunities
Build and maintain a robust, balanced sales pipeline
Compete effectively to win new business and displace incumbents
Account Management & Relationship Expansion
Build and expand multi-level relationships across customer organizations
Develop account plans that identify growth opportunities and key decision makers
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 requirements into business value and commercial outcomes
Opportunity & Deal Execution
Lead opportunity strategy from qualification through close
Manage complex sales cycles with discipline and precision
Negotiate effectively to achieve strong commercial outcomes
Cross-Functional Collaboration
Partner with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Accounts
Align internal expertise to deliver coordinated customer solutions
Act as the central point of orchestration for customer engagement activities
Market & Competitive Intelligence
Maintain deep understanding of customer needs, territory dynamics, and competitive activity
Position Waters solutions effectively to differentiate and win
Provide market insights to support commercial strategy and business planning
What Success Looks Like
Consistently meets or exceeds territory revenue and growth targets
Maintains a healthy and scalable opportunity pipeline
Wins competitive opportunities and expands market share
Develops strong customer relationships that drive long-term value
Demonstrates strategic territory planning and execution
Maintains high standards of forecast accuracy and business discipline
Recognized as a trusted partner internally and externally
Qualifications & Experience
Required
Bachelor's degree in Science, Business, or a related field
3-5+ years of sales or commercial experience
Proven track record of meeting or exceeding revenue objectives
Experience managing customer relationships and territory growth
Ability to manage multiple complex opportunities simultaneously
Willingness to travel extensively within assigned territory
Preferred
Experience in life sciences, biotechnology, diagnostics, healthcare, or related industries
Experience with capital equipment and/or solution-based selling
Familiarity with flow cytometry and laboratory environments
Experience engaging both technical and executive-level stakeholders
Proficiency with CRM platforms (e.g., Salesforce) and business 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 across Maryland, Washington D.C., Northern Virginia, and surrounding markets
Travel up to approximately 50-60% within assigned territory
This field-based, remote position requires regular in-person customer engagement across the assigned commercial territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory, generally defined as within a 50-mile radius of Baltimore, Maryland.
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, Clinical, and Government sectors to solve complex scientific challenges.
As part of Waters, you will:
Work with a highly differentiated, market-leading portfolio
Partner with world-class technical experts and commercial 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
Compensation
The expected Base Pay Range for this role is $83,100.00 - 133,000.00 USD Annual plus incentives. 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.
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 MD - Hunt Valley
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.
