Regional Business Manager - Clinical

Becton Dickinson Medical Devices • Milpitas, CA

1d • Hybrid

About The Position

Waters Corporation is seeking a Regional Business Manager to lead regional commercial strategy and execution for our Clinical portfolio. This is a senior leadership role for a strategic, people-centric, and customer-obsessed commercial leader who can strengthen the Waters brand, win new business, and expand long-term value with existing customers. Reporting to the General Manager for Clinical, this role owns regional performance and leads an Account Executive–led selling model across reagents and instruments. The Regional Business Manager is accountable for shaping customer strategy, developing sales talent, and delivering tailored, solution-based engagements that align Waters’ capabilities to customer needs.

Requirements

• Bachelor’s degree required
• 8+ years of sales experience in clinical diagnostics, medical devices, life sciences, or regulated healthcare markets
• 3+ years of experience leading field-based sales professionals
• Demonstrated success winning new business and expanding existing customer relationships
• Strong clinical and business acumen with executive-level customer presence
• Ability to travel up to 50–70% within the assigned region

Nice To Haves

• Experience selling reagent and instrument solutions
• Proven ability to design and execute customer-specific commercial strategies
• Passion for developing people and building inclusive, high-performing teams

Responsibilities

• Drive Strategic Growth (Hunt and Farm)
• Own and deliver regional revenue, growth, and pipeline performance
• Lead new customer acquisition, competitive conversions, and whitespace expansion
• Expand and deepen existing customer relationships through multi-year account growth strategies
• Develop fit-for-purpose, customized commercial strategies for priority and complex customers
• Translate commercial strategy into clear regional execution plans and measurable outcomes
• Build and Lead High-Performing Sales Teams
• Lead, coach, and develop a team of Account Executives
• Establish a culture of ownership, accountability, collaboration, and continuous improvement
• Conduct rigorous pipeline, territory, and deal reviews
• Identify and develop future leaders while building strong succession plans
• Elevate the Customer Experience and Waters Brand
• Serve as a senior commercial presence with key clinical customers and stakeholders
• Lead strategic customer engagements and complex negotiations
• Ensure customer interactions reflect Waters’ values, scientific leadership, and solution-oriented approach
• Position Waters as a trusted long-term partner to customers
• Lead Through a Networked Selling Model
• Orchestrate regional execution across a network that includes Account Executives, Inside Sales partners, Technical Sales Specialists, and Applications Scientist–Training teams
• Align resources to customer priorities and strategic opportunities
• Share market and customer insights with Commercial and Clinical leadership
• Operate with Integrity and Discipline
• Maintain high standards for forecasting accuracy, CRM discipline, and operational rigor
• Ensure all commercial activities comply with company policies and healthcare regulations
• Model ethical leadership and sound professional judgment

Benefits

• A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work.
• It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.
• 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 health.
• 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.

What This Job Offers

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