Clinical Account Manager

About the Role Clinical Account Manager at Waters (aligned with Waters Biosciences Commercial team within the BD Waters combination). This role is a strategic commercial leader responsible for accelerating growth across hospitals, health systems, reference laboratories, academic medical centers, and diagnostic organizations. You will own your territory, engage multiple stakeholder groups, and drive adoption of Waters' differentiated solutions to improve clinical and laboratory outcomes. What You'll Do

• Develop and execute a comprehensive, data-driven territory strategy to drive growth, revenue attainment, pipeline health, and forecast accuracy.
• Identify market opportunities, whitespace, and growth drivers; own territory performance and develop strategic account plans that support short-term results and long-term growth.
• Proactively identify, qualify, and advance new business opportunities; build and maintain a robust pipeline; compete to win new business and expand Waters’ footprint within assigned accounts.
• Map stakeholder networks across laboratories, including laboratory directors, pathologists, clinicians, researchers, procurement leaders, and executives; navigate complex decision-making environments to expand Waters’ presence across networks, health systems, and affiliated sites.
• Drive customer adoption, utilization, and long-term success post-implementation; support retention and account growth over time.
• Deliver consultative, insight-driven engagements; position integrated solutions across instruments, reagents, consumables, software, and services; articulate clinical, operational, scientific, and economic value; partner with Technical Sales Specialists and Application Scientists to demonstrate and validate solutions to customers. What We're Looking For
• Experience in clinical account management or sales within healthcare, diagnostics, or MedTech; ability to operate effectively across hospitals, health systems, reference laboratories, and academic centers.
• Demonstrated ability to develop territory strategy, manage pipeline, qualify opportunities, forecast accurately, and drive growth; strong prospecting and account penetration skills.
• Strong relationship-building skills across diverse stakeholders (lab directors, pathologists, clinicians, procurement, executives); ability to map networks and navigate multi-layered decision processes.
• Proven consultative selling and value-creation capabilities; ability to position integrated solutions across instruments, reagents, consumables, software, and services; understand workflows and reimbursement considerations.
• Collaborative, cross-functional teammate with ability to work effectively with Technical Sales Specialists and Application Scientists.
• Results-oriented, self-motivated, data-driven mindset capable of thriving in a high-performance environment. Nice to Have
• MedTech or life sciences sales experience; familiarity with regulated, high-volume testing environments; experience working with hospital networks, health systems, and diagnostic organizations is a plus.
• Comfort collaborating with cross-functional teams and translating clinical workflows into value propositions.