Job DescriptionOwn the Territory. Influence Clinical Adoption. Deliver Measurable Impact.At Waters, Clinical Account Managers serve as strategic commercial leaders responsible for accelerating growth across hospitals, health systems, reference laboratories, academic medical centers, and diagnostic organizations.
This role combines business development, strategic account management, and consultative selling to help customers improve clinical and laboratory outcomes through Waters' differentiated solutions. You will own your territory as a business-developing growth strategies, identifying opportunities, navigating complex healthcare environments, and building trusted relationships that drive long-term customer success.
Success requires the ability to understand evolving clinical and laboratory priorities, engage multiple stakeholder groups, position integrated solutions, and convert opportunity into sustained commercial growth.
The Clinical Account Manager owns territory performance and is expected to drive both new customer acquisition and expansion within existing accounts while building lasting partnerships across the clinical ecosystem. This is a high-performance, high-accountability environment where results matter, and how you achieve them matters just as much.
Role PurposeAs part of the Waters Biosciences Commercial team, drive sustainable territory growth by developing new business opportunities, expanding strategic clinical accounts, and advancing customer adoption of Waters solutions across clinical and diagnostic testing environments.
Serve as the strategic leader for the territory by aligning customer objectives, clinical workflows, market trends, and Waters' capabilities to create value and deliver consistent commercial results.
Key ResponsibilitiesTerritory & Business Leadership- Develop and execute a comprehensive, data-driven territory strategy.
- Identify market opportunities, whitespace, and growth drivers.
- Own territory performance, including revenue attainment, pipeline health, and forecast accuracy.
- Develop strategic account plans that support both short-term performance and long-term growth.
Business Development & Territory Growth- Proactively identify, create, qualify, and advance new business opportunities.
- Build and maintain a robust pipeline capable of sustaining territory growth objectives.
- Effectively compete to win new business and expand Waters' footprint within assigned accounts.
- Develop and execute targeted prospecting and account penetration strategies.
Account Management & Relationship Expansion- Build and expand relationships across customer organizations, including laboratory directors, pathologists, clinicians, researchers, procurement leaders, and executive stakeholders.
- Map stakeholder networks and navigate complex decision-making environments.
- Identify opportunities to expand Waters' presence across laboratory networks, health systems, and affiliated sites.
- Support customer adoption, utilization, and long-term success following implementation.
- Drive customer retention and long-term account growth.
Solution Selling & Value Creation- Deliver consultative, insight-driven customer engagement.
- Position integrated solutions across instruments, reagents, consumables, software, and services.
- Understand laboratory workflows, testing challenges, operational requirements, and reimbursement considerations that influence customer decisions.
- Articulate clinical, operational, scientific, and economic value propositions aligned to customer priorities.
- Partner with Technical Sales Specialists and Application Scientists to demonstrate the impact of Waters solutions on laboratory performance and patient care.
Opportunity & Deal Execution- Lead opportunity strategy from qualification through contract execution.
- Manage complex sales cycles with discipline and precision.
- Develop compelling business cases and value propositions.
- Negotiate effectively to achieve strong commercial outcomes while maintaining long-term customer relationships.
Cross-Functional Collaboration- Partner closely with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Account teams.
- Coordinate internal expertise to deliver integrated customer solutions.
- Serve as the central point of orchestration for customer engagement and account strategy.
Market & Competitive Intelligence- Maintain a deep understanding of territory dynamics, customer priorities, market trends, and competitive activity.
- Position Waters solutions effectively to differentiate and win.
- Provide customer and market insights that inform commercial strategy and business planning.
What Success Looks Like- Consistently achieves or exceeds territory revenue, growth, and market-share objectives.
- Builds and converts a high-quality pipeline of new business opportunities.
- Expands Waters' presence within hospitals, health systems, reference laboratories, and diagnostic organizations.
- Successfully influences complex purchasing decisions involving clinical, scientific, operational, and procurement stakeholders.
- Develops strong strategic customer partnerships that drive long-term value and loyalty.
- Demonstrates disciplined territory management, account planning, and forecast accuracy.
- Recognized internally and externally as a trusted advisor and strategic partner.
Qualifications & ExperienceRequired- Bachelor's degree in Life Sciences, Business, or related field.
- 3+ years of quota-carrying sales, account management, or commercial experience.
- Demonstrated track record of meeting or exceeding sales goals and revenue targets.
- Experience managing customer relationships and growing business within assigned accounts.
- Strong consultative selling, territory management, and communication skills.
- Ability to manage multiple complex opportunities simultaneously.
- Valid driver's license and ability to travel throughout the assigned territory.
Preferred- Experience selling into clinical laboratories, hospitals, health systems, diagnostic organizations, or reference laboratories.
- Knowledge of clinical laboratory workflows, testing environments, and healthcare decision-making processes.
- Experience with flow cytometry, cell analysis, immunology, or related laboratory technologies.
- Demonstrated success selling capital equipment, consumables, software, and/or service solutions.
- Experience navigating complex purchasing environments involving multiple stakeholders.
- Experience engaging both technical and executive-level decision makers.
- Proficiency with CRM platforms such as Salesforce and territory analytics tools.
Core Competencies- Strategic Territory Management
- Clinical & Diagnostic Market Acumen
- Business Development & Territory Growth
- Consultative & Solution Selling
- Relationship & Network Building
- Health System & Laboratory Account Management
- Opportunity & Pipeline Management
- Negotiation & Commercial Execution
- Competitive Positioning
- Cross-Functional Leadership
Work Environment & Travel- Field-based role requiring regular customer engagement throughout the assigned territory.
- Ability to travel approximately 50-60% of the time, depending on territory geography and business needs.
Territory Residency RequirementThis field-based, remote position requires regular in-person customer engagement throughout the South Texas territory. To effectively perform the essential functions of the role, employees are expected to reside within the assigned commercial territory and within reasonable driving distance of the territory's primary customer base. For this position, candidates must reside within a 50-mile radius of Houston, Texas and be willing to travel extensively throughout the assigned territory.
Additional Requirements- Ability to comply with customer credentialing, hospital access, and site-specific requirements, including required vaccinations, training, and documentation where applicable.
Primary Work LocationUSA CA - Milpitas 135
Additional LocationsWork Shift 
