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 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 . Primary Work Location USA CA - Milpitas 135 Additional Locations USA MA - Lexington, USA MA - Woburn Work Shift