Research Account Manager - Cleveland

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.

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

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