Reagent Technical Sales Specialist - Seattle or San Francisco

Job Description

Position Summary Demonstrate the science. Drive adoption. Expand the impact. At Waters, Reagent Technical Sales Specialists are critical to driving consumables growth by combining deep reagent expertise with customer insight and workflow optimization. Operating at the intersection of science and commercial execution, you enable customers to maximize the value of their instruments while accelerating reagent pull-through and long-term adoption. This role goes beyond product support. It requires the ability to identify workflow gaps, uncover expansion opportunities, and position reagents as essential components of the overall solution. You will partner closely with Account Managers and Instrument Specialists to influence customer behavior, improve utilization, and deliver sustainable revenue growth. This is a high-impact role where technical expertise, customer engagement, and commercial awareness directly contribute to recurring revenue and territory performance. Role Purpose As part of the Waters Biosciences division, drive recurring reagent revenue and consumables growth by providing technical expertise, optimizing customer workflows, and expanding product adoption across the installed base.

Technical Leadership & Customer Engagement

• Provide deep technical expertise in reagents and consumables applications
• Deliver scientific consultation to support customer workflows and outcomes
• Act as a trusted advisor to laboratory stakeholders
• Educate customers on best practices to maximize reagent utilization

Workflow Optimization & Adoption

• Identify workflow gaps and opportunities for expansion
• Optimize utilization of reagents within existing customer processes
• Support assay development and application-specific needs
• Improve adoption through targeted technical engagement

Revenue Growth & Opportunity Development

• Drive consumables pull-through and recurring reagent revenue
• Identify and develop cross-selling opportunities across the portfolio
• Partner with Account Managers to align on territory growth strategies
• Expand usage within existing accounts to increase share of wallet

Customer Retention & Value Expansion

• Strengthen customer relationships through ongoing technical support
• Improve retention by reinforcing value and outcomes
• Increase customer reliance on Waters reagents and solutions
• Support long-term account growth through consistent engagement

Cross-Functional Collaboration

• Partner closely with Account Managers and Instrument TSS specialists
• Collaborate with applications, service, and marketing teams
• Contribute to coordinated, high-value customer engagement strategies
• Support a unified, team-based selling approach

What Success Looks Like

• Increases recurring reagent and consumables revenue
• Expands customer utilization across assays and workflows
• Drives consistent consumables pull-through
• Improves workflow adoption and optimization
• Strengthens customer retention and long-term loyalty
• Supports overall territory growth through partnership and execution

Qualifications & Experience Required

• Bachelor's degree in life sciences or related scientific field
• Strong customer-facing communication and presentation skills
• Experience in scientific, technical sales, applications, or laboratory roles
• Ability to translate technical knowledge into practical customer value
• Willingness to travel within assigned territory

Preferred

• Experience with reagents and consumables product lines
• Background in flow cytometry or related applications
• Experience supporting laboratory workflows or assay development
• Exposure to commercial sales environments or account support roles
• Familiarity with CRM tools and structured sales processes

Work Environment & Travel

• Field-based role requiring frequent customer interaction
• Travel aligned to territory needs

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 differentiated and growing consumables portfolio Partner with commercial and scientific experts across disciplines Engage directly with customers to influence outcomes Drive meaningful, recurring business impact

Who Thrives in This Role Technical experts passionate about customer impact and adoption Individuals who enjoy influencing behavior and driving utilization Professionals who combine scientific depth with commercial awareness Problem solvers focused on workflow improvement and growth Collaborative partners who elevate team success

Who This Role Is Not For Individuals seeking purely transactional or non-customer-facing roles Those uncomfortable with revenue accountability and growth targets Candidates who rely on reactive vs. proactive engagement Individuals who prefer narrow technical scope without business impact

Equal Opportunity Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.