Research Account Manager - Cleveland

Research Account Manager - Cleveland

At BD, Sales professionals own territories, build trusted relationships with healthcare decision-makers and drive adoption of solutions that shape customer and patient outcomes. As one of the largest global medical technology companies, BD offers the scale, reach, and innovation footprint to help you make an impact across healthcare systems worldwide. You’ll combine clinical understanding with commercial strategy to deliver value for customers – and results that move your career forward.

Whether you bring deep MedTech experience or a strong sales foundation from another industry, BD offers robust commercial tools, including training, coaching, and data-driven insights, development and support to help you win in complex environments – with clarity on expectations, accountability for results, and opportunities to grow.

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

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

You will be expected to win consistently while building credibility as a trusted partner to scientific and business stakeholders. This is a high-performance, high-accountability environment where results matter, and how you achieve them 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 attainment, pipeline health, and forecast accuracy

• Business Development & Pipeline Generation

• Proactively create, qualify, and advance new opportunities

• Build and maintain a robust, balanced sales pipeline

• Compete effectively to win new business and displace incumbents

• Account Management & Relationship Expansion

• Build and expand multi-level relationships across customer organizations

• Develop account plans that identify growth opportunities and key decision makers

• 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 requirements into business value and commercial outcomes

• Opportunity & Deal Execution

• Lead opportunity strategy from qualification through close

• Manage complex sales cycles with discipline and precision

• Negotiate effectively to achieve strong commercial outcomes

• Cross-Functional Collaboration

• Partner with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Accounts

• Align internal expertise to deliver coordinated customer solutions

• Act as the central point of orchestration for customer engagement activities

• Market & Competitive Intelligence

• Maintain deep understanding of customer needs, territory dynamics, and competitive activity

• Position Waters solutions effectively to differentiate and win

• Provide market insights to support commercial strategy and business planning

• What Success Looks Like

• Consistently meets or exceeds territory revenue and growth targets

• Maintains a healthy and scalable opportunity pipeline

• Wins competitive opportunities and expands market share

• Develops strong customer relationships that drive long-term value

• Demonstrates strategic territory planning and execution

• Maintains high standards of forecast accuracy and business discipline

• Recognized as a trusted partner internally and externally

• Qualifications & Experience Required

• Bachelor's degree in Science, Business, or a related field

• 3-5+ years of sales or commercial experience

• Proven track record of meeting or exceeding revenue objectives

• Experience managing customer relationships and territory growth

• Ability to manage multiple complex opportunities simultaneously

• Willingness to travel extensively within assigned territory

• Preferred

• Experience in life sciences, biotechnology, diagnostics, healthcare, or related industries

• Experience with capital equipment and/or solution-based selling

• Familiarity with flow cytometry and laboratory environments

• Experience engaging both technical and executive-level stakeholders

• Proficiency with CRM platforms (e.g., Salesforce) and business 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 across the Great Lakes U.S. market

• Travel up to approximately 50-60% within assigned territory

• This field-based, remote position requires regular in-person customer engagement across the assigned commercial territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory, generally defined as near any major airport in Michigan (mainly Detroit/Ann Arbor) or Ohio (mainly Cincinnati, Columbus or Cleveland).

• 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, Clinical, and Government sectors to solve complex scientific challenges.

As part of Waters, you will:

• Work with a highly differentiated, market-leading portfolio

• Partner with world-class technical experts and commercial 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