Reagent Technical Sales Specialist (TSS R)

Becton Dickinson; Milpitas (CA); Remote; USD 96,000 - 153,000; Full time

Job summary

Waters is seeking a Field-based Reagent Technical Sales Specialist to drive recurring reagent revenue and expand product adoption across the installed base in a territory-based role. You will partner with Account Managers and Instrument Specialists to optimize customer workflows and deliver value.

The role emphasizes technical expertise, customer engagement, and revenue growth, with frequent field interactions and residence within the assigned territory.

Qualifications

• Bachelor’s degree in life sciences or related field.
• Strong customer-facing communication and presentation skills.
• Experience in scientific, technical sales, applications, or laboratory roles.
• Willingness to travel within assigned territory.
• Preferred experience with reagents and consumables.
• Background in flow cytometry or related applications.
• Experience supporting laboratory workflows or assay development.
• CRM familiarity and structured sales processes.

Responsibilities

• Provide deep technical expertise in reagents and consumables applications.
• Deliver scientific consultation to support customer workflows and outcomes.
• Identify workflow gaps and opportunities for expansion.
• Drive consumables pull-through and recurring revenue.
• Partner with Account Managers on territory growth strategies.
• Support adoption and customer engagement strategies.

Skills

Customer facing

Presentation skills

Scientific sales

Travel willingness

CRM familiarity

Reagents & consumables

Flow cytometry

Workflow optimization

Account support

Commercial awareness

Technical consultation

Team collaboration

Detail oriented

Product knowledge

Territory management

Independent work

Education

Bachelor’s degree in life sciences or related field

Tools

CRM software

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

Demonstrate the science. Drive adoption. Expand the impact. At Waters, Reagent Technical Sales Specialists are critical to driving consumables growth by combining deep reagent expertise with customer insight and workflow optimization. Operating at the intersection of science and commercial execution, you enable customers to maximize the value of their instruments while accelerating reagent pull-through and long-term adoption. This role goes beyond product support. It requires the ability to identify workflow gaps, uncover expansion opportunities, and position reagents as essential components of the overall solution. You will partner closely with Account Managers and Instrument Specialists to influence customer behavior, improve utilization, and deliver sustainable revenue growth. This is a high-impact role where technical expertise, customer engagement, and commercial awareness directly contribute to recurring revenue and territory performance.

Role Purpose

As part of the Waters Biosciences division, drive recurring reagent revenue and consumables growth by providing technical expertise, optimizing customer workflows, and expanding product adoption across the installed base.

Key Responsibilities

• Technical Leadership & Customer Engagement Provide deep technical expertise in reagents and consumables applications Deliver scientific consultation to support customer workflows and outcomes Act as a trusted advisor to laboratory stakeholders Educate customers on best practices to maximize reagent utilization
• Workflow Optimization & Adoption Identify workflow gaps and opportunities for expansion Optimize utilization of reagents within existing customer processes Support assay development and application‑specific needs Improve adoption through targeted technical engagement
• Revenue Growth & Opportunity Development Drive consumables pull-through and recurring reagent revenue Identify and develop cross-selling opportunities across the portfolio Partner with Account Managers to align on territory growth strategies Expand usage within existing accounts to increase share of wallet
• Customer Retention & Value Expansion Strengthen customer relationships through ongoing technical support Improve retention by reinforcing value and outcomes Increase customer reliance on Waters reagents and solutions Support long-term account growth through consistent engagement
• Cross‑Functional Collaboration Partner closely with Account Managers and Instrument TSS specialists Collaborate with applications, service, and marketing teams Contribute to coordinated, high‑value customer engagement strategies Support a unified, team‑based selling approach

What Success Looks Like

Increases recurring reagent and consumables revenue Expands customer utilization across assays and workflows Drives consistent consumables pull-through Improves workflow adoption and optimization Strengthens customer retention and long‑term loyalty Supports overall territory growth through partnership and execution

Qualifications & Experience Required

• Bachelor’s degree in life sciences or related scientific field
• Strong customer‑facing communication and presentation skills
• Experience in scientific, technical sales, applications, or laboratory roles
• Ability to translate technical knowledge into practical customer value
• Willingness to travel within assigned territory
• Preferred Experience with reagents and consumables product lines
• Background in flow cytometry or related applications
• Experience supporting laboratory workflows or assay development
• Exposure to commercial sales environments or account support roles
• Familiarity with CRM tools and structured sales processes

Work Environment & Travel

Field‑based role requiring frequent customer interaction. This field‑based, remote position requires regular in‑person customer engagement across the New England territory (MA, RI, NH, VT, ME). 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 (Boston, MA). Travel aligned to territory needs.

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 differentiated and growing consumables portfolio Partner with commercial and scientific experts across disciplines Engage directly with customers to influence outcomes Drive meaningful, recurring business impact.

Who Thrives in This Role

Technical experts passionate about customer impact and adoption Individuals who enjoy influencing behavior and driving utilization Professionals who combine scientific depth with commercial awareness Problem solvers focused on workflow improvement and growth Collaborative partners who elevate team success.

Who This Role Is Not For

Individuals seeking purely transactional or non‑customer‑facing roles Those uncomfortable with revenue accountability and growth targets Candidates who rely on reactive vs. proactive engagement Individuals who prefer narrow technical scope without business impact.

Equal Opportunity Waters

Equal Opportunity Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.

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.

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.

Primary Work Location USA CA - Milpitas 155

Additional Locations

Work Shift

Salary Range Information $95,600.00 - $153,000.00 USD Annual

We are the #MakersofPossible Working together, we make products that patients, families and their healthcare professionals rely on. We do this because we are committed to advancing the world of health. But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real‑life health benefits for people today, tomorrow and beyond. We make this happen, together. We are the makers of possible. 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.