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

Key Accounts Service Sales Specialist

U.S. Region | Flow Cytometry

Role Summary

The Key Accounts Service Sales Specialist is responsible for developing and executing service contract strategy for the largest and most strategic customers across the U.S. region. Reporting directly to the Director of Service Sales, this role owns national‑level account strategy, complex negotiations, and consolidated service agreements to drive sustainable contract revenue growth. The position partners closely with senior customer stakeholders and internal cross‑functional leaders to deliver long‑term value and deepen strategic relationships.

Key Responsibilities

• Achieve or exceed assigned contract revenue targets for U.S. region, with accountability for accurate forecasting and pipeline management.

• Develop and execute comprehensive, multi‑year service contract strategies tailored to the business needs and growth objectives of strategic customers.

• Lead complex negotiations, including consolidated and enterprise‑level service agreements, pricing structures, and contractual terms.

• Establish and maintain strong executive‑level relationships within customer organizations through regular strategic reviews and in‑person engagement.

• Serve as the primary point of accountability for service sales strategy across key accounts, aligning internal teams to deliver cohesive customer solutions.

• Partner cross‑functionally with Commercial Sales, Field Service, Marketing, Product Management, Finance, and Legal to drive aligned account execution.

• Influence internal stakeholders to prioritize customer needs, remove barriers, and deliver differentiated value propositions.

• Maintain deep understanding of customer environments, competitive dynamics, and market trends; communicate insights to inform strategy and decision‑making.

• Deploy a disciplined approach to account planning, strategic prioritization, and execution to maximize contract penetration, retention, and growth.

• Act as a role‑model leader within the Service Sales organization, providing mentorship, guidance, and best‑practice sharing to elevate overall commercial capability.

Minimum Qualifications

• Bachelor’s degree required; advanced degree a plus.

• Minimum of three to five years progressive sales experience, with demonstrated success managing complex accounts and negotiations.

• Experience selling service contracts, recurring revenue solutions, or long‑term agreements; life sciences experience strongly preferred.

• Proven ability to negotiate and structure complex commercial agreements across multiple stakeholders and decision levels.

• Strong strategic thinking, analytical capability, and creative problem‑solving skills.

• Exceptional written and verbal communication skills with executive‑level presence.

• Demonstrated ability to influence across a matrixed organization without direct authority.

• Willingness to travel regularly for in‑person customer engagement and internal collaboration.

Preferred Qualifications

• Experience managing national or enterprise‑level accounts within life sciences, diagnostics, or biomedical instrumentation.

• Track record of consolidating agreements and driving scalable contract growth across large customer networks.

• Familiarity with service business models, installed‑base selling, and lifecycle revenue strategies.

Compensation

The expected compensation range for this role is $120.300 - $160,000. 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?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

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.

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 visithttps://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 - Milpitas 155

Additional Locations

Work Shift