Account Manager - MD & Northern VA

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.

 Position Summary

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 stakeholder networks, position differentiated solutions, and convert opportunity into sustained growth.

You will be expected to win consistently while building credibility as a trusted partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you achieve them matters just as much.

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.

• Develop and execute a comprehensive, data-driven territory strategy

• Identify market opportunities, whitespace, and growth vectors

• Own territory performance, including revenue attainment, pipeline health, and forecast accuracy

• Proactively create, qualify, and advance new opportunities

• Build and maintain a robust, balanced sales pipeline

• Compete effectively to win new business and displace incumbents

• Build and expand multi-level relationships across customer organizations

• Develop account plans that identify growth opportunities and key decision makers

• Leverage relationships to drive long-term account growth and retention

• Deliver consultative, insight-led engagement with customers

• Position integrated solutions across instruments, consumables, services, and software

• Translate technical and scientific requirements into business value and commercial outcomes

• Lead opportunity strategy from qualification through close

• Manage complex sales cycles with discipline and precision

• Negotiate effectively to achieve strong commercial outcomes

• Partner with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Accounts

• Align internal expertise to deliver coordinated customer solutions

• Act as the central point of orchestration for customer engagement activities

• Maintain deep understanding of customer needs, territory dynamics, and competitive activity

• Position Waters solutions effectively to differentiate and win

• Provide market insights to support commercial strategy and business planning

• Consistently meets or exceeds territory revenue and growth targets

• Maintains a healthy and scalable opportunity pipeline

• Wins competitive opportunities and expands market share

• Develops strong customer relationships that drive long-term value

• Demonstrates strategic territory planning and execution

• Maintains high standards of forecast accuracy and business discipline

• Recognized as a trusted partner internally and externally

• Bachelor's degree in Science, Business, or a related field

• 3-5+ years of sales or commercial experience

• Proven track record of meeting or exceeding revenue objectives

• Experience managing customer relationships and territory growth

• Ability to manage multiple complex opportunities simultaneously

• Willingness to travel extensively within assigned territory

• Experience in life sciences, biotechnology, diagnostics, healthcare, or related industries

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

• Familiarity with flow cytometry and laboratory environments

• Experience engaging both technical and executive-level stakeholders

• Proficiency with CRM platforms (e.g., Salesforce) and business analytics tools

• Strategic Territory Management

• Business Development & Hunting

• Consultative / Solution Selling

• Relationship & Network Building

• Market & Competitive Acumen

• Opportunity & Pipeline Management

• Negotiation & Closing

• Cross-Functional Leadership

• Field-based role requiring regular customer engagement across Maryland, Washington D.C., Northern Virginia, and surrounding markets

• Travel up to approximately 50-60% within assigned territory

Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, Clinical, and Government sectors to solve complex scientific challenges.

As part of Waters, you will:

• Work with a highly differentiated, market-leading portfolio

• Partner with world-class technical experts and commercial teams

• Engage with cutting-edge science and leading institutions

• Be empowered to own your business and drive meaningful impact

• 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

• 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

Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive

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 certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.