Research Account Manager (Flow Cytometry) – Greater New York

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

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 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.

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. 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 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 & Experience

Required

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

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. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory, generally defined as within New York.

Why Waters

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

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