Clinical Account Manager – New England (Sales)

Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies. The Clinical Account Manager will serve as a strategic commercial leader responsible for accelerating growth across hospitals and diagnostic organizations by developing business opportunities and expanding strategic clinical accounts.

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 that support both short-term performance and long-term growth
• Proactively identify, create, 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’ 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’ 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

Requirements:

• 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
• 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