Account Manager

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

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 engagement 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 (mostly day trips in region, occasional overnights)

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 status, and other legally-protected characteristics.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. 

$108,762 - $179,456 Base + Incentive

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

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

.

Primary Work Location

USA CA - Milpitas 135

Additional Locations

USA MA - Lexington, USA MA - Woburn

Work Shift