Account Manager - MD & Northern VA

Becton Dickinson Medical Devices•Hunt Valley, MD

1d•Remote

About The Position

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. 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.

Requirements

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
Maintain residency within the assigned commercial territory, generally defined as within a 50-mile radius of Baltimore, Maryland.

Nice To Haves

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

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