Head of Sales, Industrial Media

About this role

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

 We are the people who give possibilities purpose

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

 Job Description The Head of Sales - Industrial, is responsible for leading and developing a high-performing sales organization focused on driving revenue growth, market share expansion, and profitability across the Advanced Diagnostics portfolio, and specifically into the industrial media in Pharmaceutical, Biotech, Personal Care, Healthcare, Clinical Laboratory, and Manufacturing markets.

Reporting directly to the VP/GM, North America, the candidate provides strategic leadership to a team of Industrial Pharmaceutical Account Executives while maintaining executive-level engagement with key customers and stakeholders. The candidate is accountable for achieving national financial objectives, driving commercial execution, developing talent, expanding market share, and delivering sustainable business growth across Industrial Media products.

DUTIES AND RESPONSIBILITIES • Develop and execute industrial business strategies to achieve revenue, profitability, and market share objectives.

• Lead industrial sales efforts across Pharmaceutical, Biotech, and Personal Care markets.

• Recruit, hire, onboard, train, develop, and retain high-performing industrial sales professionals.

• Conduct field coaching, joint sales calls, performance reviews, territory assessments, and development planning.

• Build and maintain relationships with healthcare executives, laboratory directors, quality leaders, procurement teams, and C-suite stakeholders.

• Drive industrial strategic account growth through consultative and system-selling methodologies.

• Serve as a subject matter expert in industrial microbiology, pharmaceutical manufacturing, biotech, and personal care industries.

• Maintain expertise in regulatory requirements, compendial methods, quality systems, validation processes, and laboratory standards.

• Collaborate with industrial Strategic Customer Groups, National Accounts, Marketing, Sales Specialists, Operations, Finance, and Executive Leadership.

• Develop accurate industrial forecasts, manage budgets, monitor profitability, and ensure disciplined CRM utilization.

• Organize and lead regional meetings, business reviews, sales training programs, and planning sessions.

• Build and maintain industrial KOL relationships throughout the country.

• Analyze market trends, competitive activity, and customer needs to identify growth opportunities.

• Ensure compliance with company policies, OSHA regulations, laboratory safety requirements, and industry standards.

• Maintain full accountability for industrial business P&L

QUALIFICATIONS Required Qualifications • Bachelor's degree in Life Sciences, Biological Sciences, Business, Healthcare Administration, or a related field.

• Minimum 10 years of sales management or leadership experience.

• Minimum 10 years of medical, laboratory, diagnostics, pharmaceutical, biotechnology, healthcare, or related sales experience.

• Demonstrated history of exceeding sales quotas, profitability goals, and business objectives.

• Strong financial, analytical, communication, negotiation, and leadership skills.

• Proficiency in Salesforce.com CRM and Microsoft Office Suite.

• Ability to build executive-level relationships and influence stakeholders across organizations.

• Ability to travel up to 75%.

Preferred Qualifications • Degree in Microbiology or related Life Sciences discipline, and MBA.

• Capital equipment sales experience.

• Experience in Pharmaceutical, Medical Device, Biotechnology, Manufacturing, QC/QA, or Healthcare markets.

• Experience managing multi-state territories and geographically dispersed teams.

Core Competencies • Strategic Leadership

• Commercial Excellence

• Talent Development & Coaching

• Executive Relationship Management

• P&L Management

• Business Development

• Consultative Selling

• Market Development

• Regulatory Expertise

• Cross-Functional Leadership

• Change Management

• Customer-Centric Decision Making

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For

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