Account Manager

Waters Account Manager

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 winconsistently and competitivelywhile 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
• 35+ years of sales or commercial experience
• 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 in life sciences, diagnostics, healthcare, or related industries
• Experience with capital equipment and/or solution-based selling
• Familiarity with Flow Cytometry and laboratory environments
• 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
• Market & Competitive Acumen
• Opportunity & Pipeline Management
• Negotiation & Closing
• Cross-Functional Leadership

Work Environment & Travel

• Field-based role requiring regular customer engagement
• Travel up to ~5060% within assigned territory (mostly day trips in region, occasional overnights)

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, and Government sectors to solve complex challenges.

As part of Waters, you will:

• Work with a highly differentiated, market-leading portfolio
• Partner with world-class technical experts and 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-driven expectations status, and other legally-protected characteristics.