Research Account Manager - MN/WI/Dakotas and UP of Michigan

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 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, d rive 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  

• Bachelor’s degree in Science , Business, or related field  

• 3–5+ years of sales or commercial experience   ​

• Experience in life sciences, diagnostics, healthcare, or related industries ​ 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   F low   Cytometry     and   laboratory environments  

• Experience en

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