Diagnostic Solutions Account Executive

The position of Diagnostic Solutions Account Executive is within Waters Advanced Diagnostics (formerly BD Diagnostic Solutions) Business Unit. Diagnostics empowers laboratories, healthcare professionals and patients across developed and emerging markets to make decisions that drive clinical outcomes and reduce risk. We deliver diagnostic tests, instrumentation, automation, and informatics that enable accurate and timely diagnosis of bacterial, fungal, viral, and parasitic infections.

Summary of Position with General Responsibilities: 

As the Diagnostic Solutions Account Executive, you will play a pivotal role in driving sales, fostering profitable growth, and managing accounts across the Diagnostic Product Portfolio. Your primary focus will be hospitals and clinical labs within your assigned territory, where strategic customer engagement and business expansion are essential. Customer engagement is a top priority across our commercial organization, and this position requires active, in-field interactions, specifically engaging with six customers per week.

The Account Executive plays a crucial role in driving revenue and maintaining strong client relationships. Their primary responsibilities include:

• Develop and implement a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.  Leads the development of an account plan specific to each hospital’s economic and strategic business drivers.  

• Effectively deploys clinically relevant product features / benefits and economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings.  Coordinates all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.  

• Responsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact.  

• Works effectively with BD customer facing associates (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.

• Attains or exceeds the overall sales plan and provides customer support for the Diagnostic product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.

• Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, value analysis, and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.

• Develops, documents, and drives the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.  

• Calls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, orchestrates new customer acquisition strategies with full Diagnostic team

• Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to execute a successful product conversion within the institution. 

• Develops account strategy and closes accounts within the assigned geographic territory using a coordinated team selling model (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists, Distribution Partners, and Marketing). 

• Communicates and coordinates customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited.  

• Prioritizes and initiates direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.

• Effective Customer Resource Management for accounts, including sales forecasts, selling activity and closes as required by management. 

• Provides continuous support including post sales activities.  Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.

• Manages administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions.

• Lives the Waters Values, including but not limited to, the Waters Code of Conduct and AdvaMed rules.

Core Competencies

• Masterfully applies the Diagnostic Way of Selling, effectively articulating and tailoring the value proposition across the Diagnostic Systems product portfolio.

• Identifies and cultivates key stakeholder relationships, establishing strategic partnerships that create and empower internal “Diagnostic Champions.”

• Executes comprehensive Territory Planning, from quote to contract, leveraging a suite of tools and analytics to uncover growth opportunities, implement the Customer Engagement Model, and drive forecast accuracy.

• Demonstrates a customer-centric mindset, proactively uncovering needs and delivering impactful, solution-oriented outcomes that add value and strengthen customer trust.

  • Experience attaining or exceeding overall sales plan profitability, as well as other assigned goals and objectives

  • Knowledge of selling process and the components to build / maintain customer loyalty.

  • Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach. 

  • Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management. 

  • Ability to develop markets for new technology and new medical practices. 

  • Excellent communication skills and interpersonal interaction required.

  • Computer savvy – working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices. 

  • Specific to Salesforce.com, adhering to compliant documentation and timely sales activities, including but not limited to call reports, funnel management, etc.

  • Must possess and maintain a valid state-issued driver's license and meet Waters auto safety standards.

Experience & Education 

• Bachelors Degree required; preferably in Life Sciences, biological areas, business or related field.  

• Degree in Medical Technology (MT ASCP) or Microbiology preferred.

• 3 years of laboratory products or hospital sales experience preferred.  

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. $125,992.00-$207,888.00 - Annual Range includes Base + Incentive