Instrument Technical Sales Specialist - Midwest

BD; Chicago (IL); On-site; USD 90,000 - 130,000; Full time

Job summary

Waters, a global leader in life sciences, seeks an Instrument Technical Sales Specialist to drive instrument revenue by providing technical leadership throughout the sales cycle and leading customer engagements.

You will partner with Account Managers, Applications, Service, and Marketing to shape solutions, translate scientific insights into customer value, and win complex multi-stakeholder opportunities.

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

Demonstrate the Science. Shape the Solution. Accelerate the Win.

Position Summary

At Waters, our Instrument Technical Sales Specialists are strategic technical consultants who help customers solve complex scientific challenges while driving commercial success. Operating at the intersection of scientific expertise, customer insight, consultative selling, and commercial execution, you will partner closely with Account Managers to influence purchasing decisions and position Waters as the trusted partner of choice.

This is more than a technical support role. It is a highly visible, customer-facing position where you will lead technical discovery, shape solution strategies, and guide customers through complex buying decisions. By combining deep scientific knowledge with a consultative and customer-centric approach, you will uncover customer needs, develop impactful solutions, and drive meaningful scientific and business outcomes.

The ideal candidate brings strong technical credibility and a passion for working directly with customers. They enjoy building relationships, influencing decisions, solving complex problems, and contributing to commercial success. While scientific expertise is foundational, this role offers a unique opportunity to further develop commercial acumen, consultative selling skills, and business impact.

Instrument sales opportunities often involve longer sales cycles, multiple decision-makers, technical evaluations, competitive displacement opportunities, and capital approval processes. Success requires strategic thinking, persistence, strong customer engagement, and the ability to build momentum throughout complex customer buying journeys.

This is a high-impact opportunity for scientific professionals who want to remain close to the science while playing a direct role in shaping customer outcomes, driving growth, and winning business.

Role Purpose

As part of the Waters Biosciences Division, drive instrument revenue growth by providing technical leadership throughout the sales cycle. Lead consultative customer engagements, shape solution strategies, influence technical and business stakeholders, and position Waters technologies as the preferred solution for customer success.

Core Competencies

Customer-Centric Mindset

• Builds trusted relationships through deep understanding of customer goals, challenges, and workflows.
• Delivers solutions that create measurable scientific and business value.
• Champions customer success while balancing commercial objectives.

Consultative Selling & Influence

• Uncovers both stated and unstated customer needs through thoughtful discovery.
• Aligns technical solutions with customer priorities and desired outcomes.
• Influences decisions through credibility, insight, and value-based discussions.

Scientific & Technical Expertise

• Demonstrates deep scientific knowledge and technical credibility.
• Applies application expertise to solve complex customer challenges.
• Simplifies technical concepts and translates them into customer value.

Commercial Acumen

• Understands how technical solutions contribute to business outcomes and revenue growth.
• Partners effectively with Account Managers to develop and execute winning strategies.
• Contributes to territory growth and commercial success.

Opportunity Leadership

• Drives momentum through complex, multi-stakeholder opportunities.
• Maintains focus and engagement throughout longer sales cycles.
• Operates with accountability, urgency, and a results-oriented mindset.

Collaboration & Teamwork

• Works effectively across Sales, Applications, Service, Marketing, and Product teams.
• Leverages cross-functional expertise to create exceptional customer experiences.
• Contributes to a culture of performance, continuous learning, and winning.

Key Responsibilities

Technical Leadership & Customer