Account Manager - MD & Northern VA

BD; Maryland; On-site; USD 83,000 - 133,000; Full time

Job summary

Waters is seeking an Account Manager to own and grow a strategic territory across Maryland, DC, and Northern Virginia. You will drive commercial excellence, build trusted customer partnerships, and expand cross-portfolio solutions including instruments, consumables, services, and software.

As a territory leader, you will develop a data-driven plan, manage the pipeline, and navigate complex sales cycles to deliver sustained growth across multiple stakeholders.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Territory management

Sales leadership

Opportunity & pipeline management

Consultative selling

Stakeholder engagement

Education

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

Tools

Salesforce

Business analytics tools

Job description

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

Position Summary

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.

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.

Territory: Maryland, Washington D.C., Northern Virginia, and surrounding markets.

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

Required Qualifications & Experience

• 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

Preferred

• 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

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 Maryland, Washington D.C., Northern Virginia, 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 a 50-mile radius of Baltimore, Maryland.

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-driven

Compensation

The expected Base Pay Range for this role is $83,100.00 - 133,000.00 USD Annual plus incentives. Final compensation will be determined based on experience, skills, and geographic location.

Equal Opportunity

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.

Why Join Us?

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.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Primary Work Location: USA MD - Hunt Valley