Research Account Manager - Florida Region

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
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 networks, position differentiated solutions, and convert opportunity into sustained growth.

You will be expected to win—consistently and competitively—while building credibility as a partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you win 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.

Key Responsibilities
Territory & Business Leadership
Develop and execute a comprehensive, data-driven territory strategy

Identify market opportunities, whitespace, and growth vectors

Own territory performance, including revenue, pipeline, and forecast accuracy

Business Development & Pipeline Generation
Proactively create, qualify, and advance new opportunities

Build and maintain a robust, balanced pipeline

Compete effectively to win new business and displace incumbents

Account Management & Relationship Expansion
Build and expand multi-level relationships across customer organizations

Map stakeholder networks and navigate complex decision-making environments

Leverage relationships to drive long-term account growth and retention

Solution Selling & Value Creation
Deliver consultative, insight-led engagement with customers

Position integrated solutions across instruments, consumables, services, and software

Translate technical and scientific needs into clear commercial outcomes

Opportunity & Deal Execution
Lead opportunity strategy from qualification through close

Manage complex deal cycles with discipline and precision

Negotiate effectively to achieve strong commercial outcomes

Cross-Functional Collaboration
Partner with Technical Sales Specialists, Application Scientists, Service, and Strategic Accounts

Align internal expertise to deliver coordinated, high-value solutions

Act as the central point of orchestration for customer engagement

Market & Competitive Intelligence
Maintain deep understanding of territory dynamics, customer needs, and competitive landscape

Position Waters solutions effectively to differentiate and win

Provide insights to inform broader commercial strategy

What Success Looks Like
Consistently meets or exceeds territory revenue and growth targets

Builds and converts a high-quality, scalable pipeline

Wins competitive opportunities and expands market share

Develops strong, trusted customer relationships that drive long-term value

Demonstrates clear market insight and strategic account planning

Maintains high standards of forecast accuracy and execution discipline

Recognized as a trusted partner internally and externally

Qualifications & Experience
Required
Bachelor’s degree in Science, Business, or related field

3–5+ years of sales or commercial experience

Proven track record of meeting or exceeding revenue targets

Experience managing customer relationships and driving growth

Ability to manage multiple complex opportunities simultaneously

Willingness to travel within assigned territory

Preferred
Experience in life sciences, diagnostics, healthcare, or related industries

Experience with capital equipment and/or solution-based selling

Familiarity with Flow Cytometry and laboratory environments

Experience engaging technical and executive stakeholders

Proficiency with CRM platforms (e.g., Salesforce) and analytics tools

Core Competencies
Strategic Territory Management

Business Development & Hunting

Consultative / Solution Selling

Relationship & Network Building

Market & Competitive Acumen

Opportunity & Pipeline Management

Negotiation & Closing

Cross-Functional Leadership

Work Environment & Travel
Field-based role requiring regular customer engagement

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 portfolio

Partner with world-class technical experts and teams

Engage with cutting-edge science and leading institutions

Be empowered to own your business and drive meaningful impact

Who Thrives in This Role
Individuals who take ownership and accountability for outcomes

High performers motivated by achievement, competition, and growth

Strategic thinkers who translate insights into action

Relationship builders who create lasting customer partnerships

Professionals who operate with discipline, resilience, and focus

Who This Role Is Not For
Those who prefer low-accountability or highly structured environments

Individuals who rely solely on inbound opportunities

Transactional sellers who do not build long-term customer value

Candidates uncomfortable with performance-driven expectations

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.

Compensation
The expected compensation range for this role is $83,000 - $133,000. Final compensation will be determined based on experience, skills, and geographic location.

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 FL - Miami

Additional Locations

Work Shift