Instrument Technical Sales Specialist (TSS-I)

Becton Dickinson Medical Devices • Lexington, KY

23h • 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.

Role Summary Demonstrate the science. Shape the solution. Accelerate the win. At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions. This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making. This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.

Role Purpose As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.

Requirements

• Bachelor’s degree in life sciences or related scientific field
• Experience in technical sales, applications, laboratory, or scientific roles
• Strong presentation and customer-facing communication skills
• Demonstrated ability to translate technical concepts into customer value
• Willingness to travel within assigned territory

Nice To Haves

• Experience with analytical instrumentation platforms
• Background in flow cytometry or related applications
• Experience supporting capital equipment or complex solution sales
• Experience engaging both scientific and business stakeholders
• Familiarity with CRM tools and structured sales processes

Responsibilities

• Lead deep technical discovery to uncover explicit and latent customer needs
• Deliver compelling, application-focused demonstrations that connect science to value
• Act as a trusted advisor to scientific stakeholders, building credibility and influence
• Translate complex workflows into clear, outcome-driven solutions
• Design and position integrated solutions across instruments, consumables, and software
• Align technical solutions to customer workflows, challenges, and success criteria
• Articulate differentiated value in competitive situations
• Reduce perceived risk and accelerate customer confidence in decision-making
• Partner with Account Managers to shape and execute winning opportunity strategies
• Support qualification, progression, and closing of complex instrument deals
• Strengthen technical validation throughout the sales cycle
• Anticipate and address technical objections with precision and authority
• Maintain deep knowledge of technologies, applications, and competitive landscape
• Position Waters solutions effectively to win against competitors
• Provide field-driven insights to inform product, marketing, and commercial strategy
• Collaborate with Applications Scientists, Service, Marketing, and Product teams
• Align internal expertise to deliver seamless, high-value customer engagement
• Contribute to a high-performance team culture focused on winning

Benefits

• Compensation The expected compensation range for this role is $91,500.00 - 146,300.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
• At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under " Our Commitment to You ."
• Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed. Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level