Research Account Manager - North Bay

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, 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  • 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 with capital equipment and/or solution-based selling 

• Familiarity with Flow Cytometry  and laboratory environments preferred.

• 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 

• Ma

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