Instrument Technical Sales Specialist (TSS-I), Mid-Atlantic

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

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 field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.

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.

Key Responsibilities
Technical Leadership & Customer Engagement
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

Solution Development & Positioning
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

Opportunity Support & Deal Advancement
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

Competitive & Market Expertise
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

Cross-Functional Collaboration
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

What Success Looks Like
Improves instrument win rates in competitive opportunities

Accelerates complex sales cycles through technical influence

Builds strong customer confidence in Waters solutions

Increase conversion of qualified opportunities to closed business

Strengthens technical differentiation in the marketplace

Enables territory and account growth through effective partnership with Account Managers

Recognized as a trusted technical expert by customers and internal teams

Qualifications & Experience
Required
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 

Preferred
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

Work Environment & Travel
Field-based role requiring frequent customer interaction

Travel up to ~50–60% within assigned territory

Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.

As part of Waters, you will:
Work with a highly differentiated, market-leading technology portfolio

Partner with world-class scientists and commercial leaders

Engage in cutting-edge applications and customer environments

Directly influence high-value commercial outcomes through your expertise

Who Thrives in This Role
Technical experts who enjoy influencing outcomes, not just supporting them

High performers driven by impact, credibility, and continuous learning

Individuals who combine scientific depth with commercial awareness

Problem solvers who thrive in complex, competitive environments

Strong collaborators who elevate team performance

Who This Role Is Not For
Individuals who prefer purely technical roles without customer interaction

Those uncomfortable with accountability to commercial outcomes

Candidates who rely on scripted or transactional engagement

Individuals who struggle in fast-paced, performance-driven environments

Compensation
The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.

Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role: 

​Health and Well-being Benefits 
Medical coverage 
Health Savings Accounts 
Flexible Spending Accounts 
Medical coverage 
Health Savings Accounts 
Flexible Spending Accounts 
Dental coverage 
Vision coverage 
Hospital Care Insurance 
Critical Illness Insurance 
Accidental Injury Insurance 
Life and AD&D insurance 
Short-term disability coverage 
Long-term disability insurance 
Long-term care with life insurance 

Other Well-being Resources 
Anxiety management program 
Wellness incentives 
Sleep improvement program 
Diabetes management program 
Virtual physical therapy 
Emotional/mental health support programs 
Weight management programs 
Gastrointestinal health program 
Substance use management program 
Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit 

Retirement and Financial Well-being 
BD 401(k) Plan 
BD Deferred Compensation and Restoration Plan 
529 College Savings Plan 
Financial counseling 
Baxter Credit Union (BCU) 
Daily Pay 
College financial aid and application guidance 

Life Balance Programs 
Paid time off (PTO), including all required State leaves 
Educational assistance/tuition reimbursement 
MetLife Legal Plan 
Group auto and home insurance 
Pet insurance 
Commuter benefits 
Discounts on products and services 
Academic Achievement Scholarship 
Service Recognition Awards 
Employer matching donation 
Workplace accommodations 

Other Life Balance Programs 
Adoption assistance 
Backup day care and eldercare 
Support for neurodivergent adults, children, and caregivers 
Caregiving assistance for elderly and special needs individuals 
Employee Assistance Program (EAP) 
Paid Parental Leave 
Support for fertility, birthing, postpartum, and age-related hormonal changes 

Leave Programs 
Bereavement leaves 
Military leave 
Personal leave 
Family and Medical Leave (FML) 
Jury and Witness Duty Leave 

Why Join Us?
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 healthcare. 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.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
Required Skills
Optional Skills
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Primary Work Location
USA CA - Milpitas 155

Additional Locations
USA NJ - Franklin Lakes

Work Shift

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.

Salary Range Information
$95,600.00 - $153,000.00 USD Annual