Account Manager
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Job Description
Account Manager driving Waters’ life-sciences instrument, consumables, service, and software sales across Maryland and Northern Virginia. Owning territory growth through strategic selling, new business, and customer partnerships.
Responsibilities:
- Own Maryland, Washington D.C., Northern Virginia, and surrounding markets as a business territory
- Develop and execute a comprehensive, data-driven territory strategy
- Identify market opportunities, whitespace, and growth vectors
- Own territory revenue performance, pipeline health, and forecast accuracy
- Create, qualify, and advance new business opportunities
- Build and maintain a balanced sales pipeline
- Compete to win new business and displace incumbents
- Build and expand multi-level customer relationships
- Develop account plans identifying growth opportunities and decision makers
- Drive long-term account growth and retention
- Deliver consultative, insight-led customer engagement
- Position integrated solutions across instruments, consumables, services, and software
- Translate technical and scientific requirements into business value and commercial outcomes
- Lead opportunity strategy from qualification through close
- Manage complex sales cycles and negotiate commercial outcomes
- Partner with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Accounts
- Orchestrate coordinated customer engagement activities
- Monitor customer needs, territory dynamics, and competitive activity
- Provide market insights supporting commercial strategy and business planning
Requirements:
- 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
- Experience in life sciences, biotechnology, diagnostics, healthcare, or related industries (preferred)
- Experience with capital equipment and/or solution-based selling (preferred)
- Familiarity with flow cytometry and laboratory environments (preferred)
- Experience engaging both technical and executive-level stakeholders (preferred)
- Proficiency with CRM platforms (e.g., Salesforce) and business analytics tools (preferred)
- Maintain residency within the assigned commercial territory, generally within a 50-mile radius of Baltimore, Maryland
- Willingness to travel approximately 50-60% within the assigned territory
Benefits:
- Incentives in addition to base pay
- Market-leading portfolio and partnership with technical experts and commercial teams
- Engagement with cutting-edge science and leading institutions
- Empowerment to own the business and drive meaningful impact
- Inclusive workplace
- Workplace accommodations considered pursuant to applicable law
- Potential COVID-19 vaccination-related employment accommodations/testing where applicable
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