Job DescriptionOwn 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
- 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)
Primary Work LocationUSA CA - Milpitas 135
Additional LocationsUSA MA - Lexington, USA MA - Woburn
Work Shift 
