Position Summary
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
Bachelors degree in Science, Business, or related field
3 6+ 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 Cytometryand 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
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
Compensation
The expected compensation range for this role is $83,000 - $133,000. Final compensation will be determined based on experience, skills, and geographic location.
Primary Work LocationUSA FL - Miami
Additional Locations
