Regional Business Manager - Clinical

About the role

Waters Corporation is seeking a Regional Business Manager to lead regional commercial strategy and execution for our Clinical 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 for Clinical, this role owns regional performance and leads an Account Executive-led 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.

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 Account Executives
• 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 clinical 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 Account Executives, 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 Clinical 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

Requirements

• Required Qualifications
• Bachelor's degree required
• 8+ years of sales experience in clinical diagnostics, medical devices, life sciences, or regulated healthcare markets
• 3+ years of experience leading field-based sales professionals
• Demonstrated success winning new business and expanding existing customer relationships
• Strong clinical and business acumen with executive-level customer presence
• Ability to travel up to 50-70% within the assigned region
• 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
• This field-based, remote position requires regular in-person customer engagement across the defined Western Region. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assign

Benefits

Additional Information

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

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