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.

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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. 

Overview 

Waters Corporation is seeking a Regional Business Manager to lead regional commercial strategy and execution for our Research portfolio. This is a senior leadership role for a strategic, people-centric, and customer-obsessed commercial leader who can strengthen the Waters brand, win new business, and expand long-term value with existing customers. 

Reporting to the General Manager, Research Sales West, this role owns regional performance and leads a selling model across reagents and instruments. The Regional Business Manager is accountable for shaping customer strategy, developing sales talent, and delivering tailored solution-based engagements that align Waters’ capabilities to customer needs. 

Territory:

Southwest - From San Diego to Texas

Ideal Candidate Location:

San Diego, CA

Responsibilities 

Drive Strategic Growth (Hunt and Farm) 

• Own and deliver regional revenue, growth, and pipeline performance 

• Lead new customer acquisition, competitive conversions, and whitespace expansion 

• Expand and deepen existing customer relationships through multi-year account growth strategies 

• Develop fit-for-purpose, customized commercial strategies for priority and complex customers 

• Translate commercial strategy into clear regional execution plans and measurable outcomes 

Build and Lead High-Performing Sales Teams 

• Lead, coach, and develop a team of sales representatives

• Establish a culture of ownership, accountability, collaboration, and continuous improvement 

• Conduct rigorous pipeline, territory, and deal reviews 

• Identify and develop future leaders while building strong succession plans 

Elevate the Customer Experience and Waters Brand 

• Serve as a senior commercial presence with key research customers and stakeholders 

• Lead strategic customer engagements and complex negotiations 

• Ensure customer interactions reflect Waters’ values, scientific leadership, and solution-oriented approach 

• Position Waters as a trusted long-term partner to customers 

Lead Through a Networked Selling Model 

• Orchestrate regional execution across a network that includes sales representatives, Inside Sales partners, Technical Sales Specialists, and Applications Scientist–Training teams 

• Align resources to customer priorities and strategic opportunities 

• Share market and customer insights with Commercial and Research leadership 

Operate with Integrity and Discipline 

• Maintain high standards for forecasting accuracy, CRM discipline, and operational rigor 

• Ensure all commercial activities comply with company policies and healthcare regulations 

• Model ethical leadership and sound professional judgment 

Qualifications 

Required Qualifications 

• Bachelor’s degree required 

• 8+ years of sales experience in life sciences

• 3+ years of experience leading field-based sales professionals 

• Demonstrated success winning new business and expanding existing customer relationships 

• Strong research and business acumen with executive-level customer presence 

• Ability to travel up to 50–70% within the assigned region 

Preferred Qualifications 

• Experience selling reagent and instrument solutions 

• Proven ability to design and execute customer-specific commercial strategies 

• Passion for developing people and building inclusive, high-performing teams 

Compensation

The expected compensation range for this role is $145,000-$235,000. Final compensation will be determined based on experience, skills, and geographic location.

Why Waters 

At Waters, success is driven by scientific leadership, commercial excellence, and trusted customer partnerships. This role offers the opportunity to shape regional strategy, strengthen the Waters brand, build meaningful customer relationships, and develop the next generation of sales leaders. 

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 upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA CA - San Diego (BDB)

Additional Locations

Work Shift