Instrument Technical Sales Specialist (TSS-I), Mid-Atlantic

Job description

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 Role Summary Demonstrate the science. Shape the solution. Accelerate the win. At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions. This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making. This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory. This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes. Role Purpose As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market. Key Responsibilities Technical Leadership & Customer Engagement Lead deep technical discovery to uncover explicit and latent customer needs Deliver compelling, application-focused demonstrations that connect science to value Act as a trusted advisor to scientific stakeholders, building credibility and influence Translate complex workflows into clear, outcome-driven solutions Solution Development & Positioning Design and position integrated solutions across instruments, consumables, and software Align technical solutions to customer workflows, challenges, and success criteria Articulate differentiated value in competitive situations Reduce perceived risk and accelerate customer confidence in decision-making Opportunity Support & Deal Advancement Partner with Account Managers to shape and execute winning opportunity strategies Support qualification, progression, and closing of complex instrument deals Strengthen technical validation throughout the sales cycle Anticipate and address technical objections with precision and authority Competitive & Market Expertise Maintain deep knowledge of technologies, applications, and competitive landscape Position Waters solutions effectively to win against competitors Provide field-driven insights to inform product, marketing, and commercial strategy Cross-Functional Collaboration Collaborate with Applications Scientists, Service, Marketing, and Product teams Align internal expertise to deliver seamless, high-value customer engagement Contribute to a high-performance team culture focused on winning What Success Looks Like Improves instrument win rates in competitive opportunities Accelerates complex sales cycles through technical influence Builds strong customer confidence in Waters solutions Increase conversion of qualified opportunities to closed business Strengthens technical differentiation in the marketplace Enables territory and account growth through effective partnership with Account Managers Recognized as a trusted technical expert by customers and internal teams Qualifications & Experience Required Bachelor’s degree in life sciences or related scientific field Experience in technical sales, applications, laboratory, or scientific roles Strong presentation and customer-facing communication skills Demonstrated ability to translate technical concepts into customer value Willingness to travel within assigned territory Preferred Experience with analytical instrumentation platforms Background in flow cytometry or related applications Experience supporting capital equipment or complex solution sales Experience engaging both scientific and business stakeholders Familiarity with CRM tools and structured sales processes Work Environment & Travel Field-based role requiring frequent customer interaction 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 technology portfolio Partner with world-class scientists and commercial leaders Engage in cutting-edge applications and customer environments Directly influence high-value commercial outcomes through your expertise Who Thrives in This Role Technical experts who enjoy influencing outcomes, not just supporting them High performers driven by impact, credibility, and continuous learning Individuals who combine scientific depth with commercial awareness Problem solvers who thrive in complex, competitive environments Strong collaborators who elevate team performance Who This Role Is Not For Individuals who prefer purely technical roles without customer interaction Those uncomfortable with accountability to commercial outcomes Candidates who rely on scripted or transactional engagement Individuals who struggle in fast-paced, performance-driven environments Compensation The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location. 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