Clinical Flow Cytometry Account Manager – South Texas

As a result of the combination of BD Biosciences and Diagnostic Solutions with Waters Corporation, applying for this role means joining Waters—a global leader in life sciences dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service.

Role Purpose

As part of the Waters Biosciences Commercial team, you will drive sustainable territory growth by developing new business opportunities, expanding strategic clinical accounts, and advancing customer adoption of Waters solutions across clinical and diagnostic testing environments. You will serve as the strategic leader for your territory, aligning customer objectives, clinical workflows, market trends, and Waters’ capabilities to create value and deliver consistent commercial results.

Key Responsibilities

• Develop and execute a comprehensive, data‑driven territory strategy.
• Identify market opportunities, whitespace, and growth drivers.
• Own territory performance, including revenue attainment, pipeline health, and forecast accuracy.
• Develop strategic account plans supporting short‑term performance and long‑term growth.
• Proactively identify, qualify, and advance new business opportunities.
• Build and maintain a robust pipeline capable of sustaining territory growth objectives.
• Effectively compete to win new business and expand Waters’s footprint within assigned accounts.
• Develop and execute targeted prospecting and account penetration strategies.
• Build and expand relationships across customer organizations, including laboratory directors, pathologists, clinicians, researchers, procurement leaders, and executive stakeholders.
• Map stakeholder networks and navigate complex decision‑making environments.
• Identify opportunities to expand Waters’s presence across laboratory networks, health systems, and affiliated sites.
• Support customer adoption, utilization, and long‑term success following implementation.
• Drive customer retention and long‑term account growth.
• Deliver consultative, insight‑driven customer engagement.
• Position integrated solutions across instruments, reagents, consumables, software, and services.
• Understand laboratory workflows, testing challenges, operational requirements, and reimbursement considerations that influence customer decisions.
• Articulate clinical, operational, scientific, and economic value propositions aligned to customer priorities.
• Partner with Technical Sales Specialists and Application Scientists to demonstrate the impact of Waters solutions on laboratory performance and patient care.
• Lead opportunity strategy from qualification through contract execution.
• Manage complex sales cycles with discipline and precision.
• Develop compelling business cases and value propositions.
• Negotiate effectively to achieve strong commercial outcomes while maintaining long‑term customer relationships.
• Partner closely with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Account teams.
• Coordinate internal expertise to deliver integrated customer solutions.
• Serve as the central point of orchestration for customer engagement and account strategy.
• Maintain a deep understanding of territory dynamics, customer priorities, market trends, and competitive activity.
• Position Waters solutions effectively to differentiate and win.
• Provide customer and market insights that inform commercial strategy and business planning.

What Success Looks Like

• Consistently achieves or exceeds territory revenue, growth, and market‑share objectives.
• Builds and converts a high‑quality pipeline of new business opportunities.
• Expands Waters’s presence within hospitals, health systems, reference laboratories, and diagnostic organizations.
• Influences complex purchasing decisions involving clinical, scientific, operational, and procurement stakeholders.
• Develops strong strategic customer partnerships that drive long‑term value and loyalty.
• Demonstrates disciplined territory management, account planning, and forecast accuracy.
• Recognized internally and externally as a trusted advisor and strategic partner.

Qualifications & Experience

• Bachelor’s degree in Life Sciences, Business, or related field.
• 3+ years of quota‑carrying sales, account management, or commercial experience.
• Demonstrated track record of meeting or exceeding sales goals and revenue targets.
• Experience managing customer relationships and growing business within assigned accounts.
• Strong consultative selling, territory management, and communication skills.
• Ability to manage multiple complex opportunities simultaneously.
• Valid driver’s license and ability to travel throughout the assigned territory.

Preferred

• Experience selling into clinical laboratories, hospitals, health systems, diagnostic organizations, or reference laboratories.
• Knowledge of clinical laboratory workflows, testing environments, and healthcare decision‑making processes.
• Experience with flow cytometry, cell analysis, immunology, or related laboratory technologies.
• Demonstrated success selling capital equipment, consumables, software, and/or service solutions.
• Experience navigating complex purchasing environments involving multiple stakeholders.
• Experience engaging both technical and executive‑level decision makers.
• Proficiency with CRM platforms such as Salesforce and territory analytics tools.

Core Competencies

• Strategic Territory Management
• Clinical & Diagnostic Market Acumen
• Business Development & Territory Growth
• Consultative & Solution Selling
• Relationship & Network Building
• Health System & Laboratory Account Management
• Opportunity & Pipeline Management
• Negotiation & Commercial Execution
• Competitive Positioning
• Cross‑Functional Leadership

Work Environment & Travel

• Field‑based role requiring regular customer engagement throughout the assigned territory.
• Ability to travel approximately 50–60% of the time, depending on territory geography and business needs.

Territory Residency Requirement

This field‑based, remote position requires regular in‑person customer engagement throughout the South Texas territory. To effectively perform the essential functions of the role, employees are expected to reside within the assigned commercial territory and within reasonable driving distance of the territory’s primary customer base. Candidates must reside within a 50‑mile radius of Houston, Texas and be willing to travel extensively throughout the assigned territory.

Additional Requirements

• Ability to comply with customer credentialing, hospital access, and site‑specific requirements, including required vaccinations, training, and documentation where applicable.

Equal Opportunity Employer

Waters Corporation is proud to be an Equal Opportunity Employer. We are committed to fostering an inclusive workplace where diversity of thought, background, and experience drives innovation and business success. We welcome qualified applicants from all backgrounds and are dedicated to providing equal employment opportunities for all employees and applicants.