[Hiring] Research Account Manager @BD

Role Description

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
• Trusted relationships

This role requires more than execution. It demands the ability to:

• Understand complex customer environments
• Navigate stakeholder networks
• Position differentiated solutions
• 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.

Territory: Western NY, Upstate NY, Southern CT, and surrounding markets (excluding NYC)

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.

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 attainment, pipeline health, and forecast accuracy
• Business Development & Pipeline Generation:
  • Proactively create, qualify, and advance new opportunities
  • Build and maintain a robust, balanced sales pipeline
  • Compete effectively to win new business and displace incumbents
• Account Management & Relationship Expansion:
  • 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
• Solution Selling & Value Creation:
  • 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
• Opportunity & Deal Execution:
  • Lead opportunity strategy from qualification through close
  • Manage complex sales cycles with discipline and precision
  • Negotiate effectively to achieve strong commercial outcomes
• Cross-Functional Collaboration:
  • 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
• Market & Competitive Intelligence:
  • 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

What Success Looks Like

• 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

Qualifications

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

Preferred Qualifications

• Experience in life sciences, biotechnology, diagnostics, healthcare, or related industries
• 3-5+ years of sales or commercial experience preferred
• 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

Core Competencies

• Strategic Territory Management
• Business Development & Hunting
• Consultative / Solution Selling
• Relationship & Network Building
• Market & Competitive Acumen
• Opportunity & Pipeline Management
• Negotiation & Closing
• Cross-Functional Leadership

Work Environment & Travel

• Field-based role requiring regular customer engagement across Western NY, Upstate NY, Southern Connecticut, and surrounding markets
• Travel up to approximately 50-60% within assigned territory
• This field-based, remote position requires regular in-person customer engagement across the assigned commercial territory.

Salary Information

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $115,000 - $200,000 (range is reflective of total compensation - base salary and annual sales incentives).

Who Thrives in This Role

• 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

Who This Role Is Not For

• 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 environments