Instrument Technical Sales Specialist (TSS-I), Mid-Atlantic

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OtherTechnical Sales Specialist

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Quick Summary

Overview

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.

Technical Tools

OtherTechnical Sales Specialist

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.

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.

Demonstrate the science. Shape the solution. Accelerate the win.

At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions.

This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making.

This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.

This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.

As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.

Responsibilities

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Lead deep technical discovery to uncover explicit and latent customer needs
Deliver compelling, application-focused demonstrations that connect science to value
Act as a trusted advisor to scientific stakeholders, building credibility and influence
Translate complex workflows into clear, outcome-driven solutions

Design and position integrated solutions across instruments, consumables, and software
Align technical solutions to customer workflows, challenges, and success criteria
Articulate differentiated value in competitive situations
Reduce perceived risk and accelerate customer confidence in decision-making

Partner with Account Managers to shape and execute winning opportunity strategies
Support qualification, progression, and closing of complex instrument deals
Strengthen technical validation throughout the sales cycle
Anticipate and address technical objections with precision and authority

Maintain deep knowledge of technologies, applications, and competitive landscape
Position Waters solutions effectively to win against competitors
Provide field-driven insights to inform product, marketing, and commercial strategy

Collaborate with Applications Scientists, Service, Marketing, and Product teams
Align internal expertise to deliver seamless, high-value customer engagement
Contribute to a high-performance team culture focused on winning

Improves instrument win rates in competitive opportunities
Accelerates complex sales cycles through technical influence
Builds strong customer confidence in Waters solutions
Increase conversion of qualified opportunities to closed business
Strengthens technical differentiation in the marketplace
Enables territory and account growth through effective partnership with Account Managers
Recognized as a trusted technical expert by customers and internal teams

Requirements

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$95,600.00 - $153,000.00 USD Annual

Bachelor’s degree in life sciences or related scientific field
Experience in technical sales, applications, laboratory, or scientific roles
Strong presentation and customer-facing communication skills
Demonstrated ability to translate technical concepts into customer value
Willingness to travel within assigned territory

Nice to Have

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Experience with analytical instrumentation platforms
Background in flow cytometry or related applications
Experience supporting capital equipment or complex solution sales
Experience engaging both scientific and business stakeholders
Familiarity with CRM tools and structured sales processes

Field-based role requiring frequent customer interaction
Travel up to ~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, and Government sectors to solve complex challenges.

Work with a highly differentiated, market-leading technology portfolio
Partner with world-class scientists and commercial leaders
Engage in cutting-edge applications and customer environments
Directly influence high-value commercial outcomes through your expertise

Technical experts who enjoy influencing outcomes, not just supporting them
High performers driven by impact, credibility, and continuous learning
Individuals who combine scientific depth with commercial awareness
Problem solvers who thrive in complex, competitive environments

Strong collaborators who elevate team performance

Individuals who prefer purely technical roles without customer interaction
Those uncomfortable with accountability to commercial outcomes
Candidates who rely on scripted or transactional engagement
Individuals who struggle in fast-paced, performance-driven environments

What We Offer

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The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

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.

At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:

Health and Well-being Benefits