Business Development Manager - PFAS

Waters Corporation•Boston, MA

7d•$121,000 - $201,500•Remote

About The Position

Waters Corporation is seeking a commercially focused, strategic, and results-driven manager to lead growth in the U.S. PFAS testing market. The role develops market opportunities and revenue by partnering with Contract Testing Organizations (CTOs), environmental laboratories, commercial analytical testing providers, and other strategic industry stakeholders. It positions Waters PFAS analytical solutions—including workflows, applications, consumables, informatics, and services—to help laboratories expand testing capacity, improve productivity, and respond to regulatory requirements. The position works closely with regional sales teams, application specialists, marketing, regulatory affairs, and business units to identify opportunities and develop commercial plans. It is remote within the United States and involves significant customer-facing engagement.

Requirements

Bachelor’s degree in Chemistry, Environmental Science, Analytical Science, Biology, or a related scientific discipline.
At least 5 years of experience in scientific sales, business development, market development, or commercial leadership.
Experience in PFAS, environmental testing, analytical instrumentation, laboratory services, or regulated testing markets.
Demonstrated success building new market opportunities and influencing complex purchasing decisions.
Experience using CRM systems such as Salesforce for opportunity management and forecasting.
Ability to develop and execute market expansion strategies, build business cases, and identify emerging market opportunities.
Strong business acumen focused on growth, revenue generation, and commercial execution.
Analytical ability to assess market trends, regulatory developments, and competitive positioning and turn insights into commercial plans.
Ability to build relationships with customers, business leaders, and technical stakeholders.
Strong networking, negotiation, and stakeholder-management capabilities, including influencing cross-functional teams without direct authority.
Excellent written, verbal, and presentation skills, with confidence engaging scientific, executive, regulatory, and commercial audiences.
Strong understanding of analytical chemistry, PFAS testing workflows, LC-MS/MS technologies, and environmental laboratory operations.
Ability to translate technical and regulatory complexity into clear customer value propositions and practical commercial guidance.

Nice To Haves

Advanced scientific degree (MSc or PhD) and/or MBA.
Experience engaging with contract testing organizations, environmental laboratories, CROs, or commercial laboratory networks.
Familiarity with EPA methods, regulatory testing programs, and laboratory accreditation requirements.

Responsibilities

Develop and execute the U.S. PFAS CTO growth strategy, including market segmentation, geographic prioritization, target-account planning, and opportunity creation.
Identify opportunities in environmental, water, food, packaging, cosmetics, textiles, and industrial materials testing laboratories, considering regulatory drivers, market trends, and competition.
Build relationships with decision-makers, laboratory leaders, industry influencers, and strategic customer stakeholders.
Generate, qualify, and manage a PFAS opportunity pipeline through customer engagement, networking, conferences, campaigns, and targeted outreach.
Partner with account managers, specialists, and application scientists to advance opportunities through evaluations, demonstrations, workflow discussions, proposals, and commercial negotiations.
Maintain accurate forecasts and coordinate executive-level engagement for strategic customer accounts.
Develop trusted-advisor relationships with contract testing organizations, laboratory networks, and senior customer stakeholders.
Support laboratory growth discussions by connecting PFAS market trends and workflow optimization with Waters solution value propositions.
Capture customer feedback and unmet needs to inform strategy, product development, and customer success initiatives.
Enable field teams on PFAS regulations, workflows, technologies, competitive positioning, and customer value propositions.
Partner with marketing on lead generation, webinars, workshops, conferences, customer events, and digital campaigns focused on the contract testing market.
Support customer stories, co-authored technical content, and industry thought leadership to increase Waters visibility and demand.
Maintain knowledge of PFAS workflows, LC-MS/MS, LC-HRMS, sample preparation, automation, informatics, and emerging screening approaches.
Monitor PFAS regulations, testing requirements, methods, and laboratory accreditation expectations affecting the U.S. testing market.
Translate technical, regulatory, and market information into actionable commercial plans and value propositions.
Provide business leadership with updates on market conditions, competitive activity, pipeline progression, revenue performance, and strategic recommendations.
Use CRM and data-driven analysis to manage opportunities, improve forecasting, and guide resource prioritization.
Collaborate across sales, marketing, application support, service, regulatory affairs, product management, and business leadership on PFAS growth initiatives and global best-practice sharing.