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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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

Differentiate the science. Elevate the conversation. Win complex opportunities.

At Waters, Pharmaceutical Technical Sales Specialists (TSS) play a critical role in advancing complex commercial opportunities by bringing deep scientific expertise and technical credibility to the customer interface. You will operate at the intersection of science and sales—partnering with Account Managers and Strategic Account teams to shape customer decisions, validate solutions, and accelerate deal progression.

This is not a support function—it is a strategic, customer-facing role that directly influences win rates, technical differentiation, and customer confidence. You will engage with sophisticated pharmaceutical and biotech organizations, guiding them through evaluation, workflow optimization, and proof-of-concept activities.

Success in this role requires scientific depth, consultative engagement, and commercial awareness—the ability to translate complex technical capabilities into compelling business and scientific outcomes.

Provide specialized technical expertise to support complex pharmaceutical and biotech opportunities by enabling customers to evaluate solutions, optimize workflows, and make confident purchasing decisions.

Act as a technical authority and strategic partner, strengthening competitive positioning and accelerating revenue outcomes within key pharma accounts.

Key Responsibilities

Technical Sales & Opportunity Advancement

• Provide technical leadership across complex pharmaceutical and biotech sales opportunities

• Partner with Account Managers and Strategic Account Managers to shape and advance deal strategy

• Strengthen win probability through differentiated technical positioning and solution alignment

• Customer Engagement & Scientific Consultation

• Deliver high-impact product demonstrations, technical presentations, and scientific consultations

• Engage with customer stakeholders to understand workflows, challenges, and desired outcomes

• Translate scientific and technical requirements into tailored solution recommendations

Workflow Design & Solution Optimization

• Design and optimize customer workflows to improve efficiency, performance, and outcomes

• Position integrated solutions across instruments, consumables, services, and software

• Provide insight-led recommendations that elevate the customer value proposition

Proof-of-Concept & Validation Activities

• Support evaluations, pilot programs, and proof-of-concept initiatives

• Lead technical validation efforts to demonstrate solution effectiveness and performance

• Ensure successful execution of customer trials that accelerate purchasing decisions

Competitive Differentiation

• Articulate Waters’ technical advantages with clarity and credibility

• Position solutions effectively against competitors in complex, technical sales environments

• Support the development of win strategies for high-value opportunities

Cross-Functional Partnership

• Collaborate closely with Pharma