Clinical Account Manager – New England (Sales)

Territory & Business Leadership

• 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.

Territory & Business Leadership

• 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.

Solution Selling & Value Creation

• 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.

Opportunity & Deal Execution

• 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.

Cross-Functional Collaboration

• Partner closely with Technical Sales Specialists, Application Scientists, Service, Marketing, and Strategic Account teams.
• Cook up integrated customer solutions.
• Serve as the central point of orchestration for customer engagement and account strategy.

Market & Competitive Intelligence

• 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.