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.

Territory: Within a 50-mile radius of a major commercial airport within the Southeastern territory, to cover VA, MD, NC, SC, GA, MS & AL.

Key Responsibilities

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 Technical Sales Specialists.

• Collaborate with Applications, Service, Marketing, and Commercial 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 and ability to travel extensively within the 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 throughout the Southeast United States.

• Territory Residency Requirement: This field-based, remote position requires regular in-person customer engagement across the assigned commercial territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory, generally defined as within a 50-mile radius of a major commercial airport within the Southeast territory. The employee must be able to travel regularly throughout the territory to support customer, business, and commercial needs.

Compensation

The expected Base Pay Range for this role is $83,100.00 - 133,000.00 USD Annual plus incentives. Final compensation will be determined based on experience, skills, and geographic location.

Primary Work LocationUSA MD - Hunt Valley

Salary Range Information