Instrument Technical Sales Specialist - Midwest

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 Demonstrate the Science. Shape the Solution. Accelerate the Win. Position Summary At Waters, our Instrument Technical Sales Specialists are strategic technical consultants who help customers solve complex scientific challenges while driving commercial success. Operating at the intersection of scientific expertise, customer insight, consultative selling, and commercial execution, you will partner closely with Account Managers to influence purchasing decisions and position Waters as the trusted partner of choice. This is more than a technical support role. It is a highly visible, customer-facing position where you will lead technical discovery, shape solution strategies, and guide customers through complex buying decisions. By combining deep scientific knowledge with a consultative and customer-centric approach, you will uncover customer needs, develop impactful solutions, and drive meaningful scientific and business outcomes. The ideal candidate brings strong technical credibility and a passion for working directly with customers. They enjoy building relationships, influencing decisions, solving complex problems, and contributing to commercial success. While scientific expertise is foundational, this role offers a unique opportunity to further develop commercial acumen, consultative selling skills, and business impact. Instrument sales opportunities often involve longer sales cycles, multiple decision-makers, technical evaluations, competitive displacement opportunities, and capital approval processes. Success requires strategic thinking, persistence, strong customer engagement, and the ability to build momentum throughout complex customer buying journeys. This is a high-impact opportunity for scientific professionals who want to remain close to the science while playing a direct role in shaping customer outcomes, driving growth, and winning business. Role Purpose As part of the Waters Biosciences Division, drive instrument revenue growth by providing technical leadership throughout the sales cycle. Lead consultative customer engagements, shape solution strategies, influence technical and business stakeholders, and position Waters technologies as the preferred solution for customer success. Core Competencies Customer-Centric Mindset Builds trusted relationships through deep understanding of customer goals, challenges, and workflows. Delivers solutions that create measurable scientific and business value. Champions customer success while balancing commercial objectives. Consultative Selling & Influence Uncovers both stated and unstated customer needs through thoughtful discovery. Aligns technical solutions with customer priorities and desired outcomes. Influences decisions through credibility, insight, and value-based discussions. Scientific & Technical Expertise Demonstrates deep scientific knowledge and technical credibility. Applies application expertise to solve complex customer challenges. Simplifies technical concepts and translates them into customer value. Commercial Acumen Understands how technical solutions contribute to business outcomes and revenue growth. Partners effectively with Account Managers to develop and execute winning strategies. Contributes to territory growth and commercial success. Opportunity Leadership Drives momentum through complex, multi-stakeholder opportunities. Maintains focus and engagement throughout longer sales cycles. Operates with accountability, urgency, and a results-oriented mindset. Collaboration & Teamwork Works effectively across Sales, Applications, Service, Marketing, and Product teams. Leverages cross-functional expertise to create exceptional customer experiences. Contributes to a culture of performance, continuous learning, and winning. Key Responsibilities Technical Leadership & Customer Engagement Lead consultative customer discovery to identify explicit and latent customer needs. Deliver compelling, application-focused demonstrations that connect science to business value. Serve as a trusted advisor to scientific, technical, and operational stakeholders. Guide customers through technical evaluations and instrument selection processes. Build long-term customer relationships based on trust, expertise, and partnership. Solution Development & Positioning Design and position integrated solutions across instruments, consumables, software, and workflows. Align recommendations with customer challenges, workflows, and success criteria. Articulate Waters' differentiated value in competitive situations. Shape solution strategies that build confidence and accelerate decision-making. Opportunity Support & Deal Advancement Partner with Account Managers to develop and execute winning opportunity strategies. Lead technical engagement throughout the sales cycle. Anticipate and address technical objections with confidence and expertise. Support progression and closure of complex instrument opportunities. Maintain momentum through long-cycle opportunities involving multiple stakeholders and approval processes. Competitive & Market Expertise Maintain deep knowledge of technologies, applications, industry trends, and competitive offerings. Effectively position Waters solutions against competitors. Provide field insights to support product development, marketing, and commercial strategy. Cross-Functional Collaboration Collaborate closely with Applications Scientists, Service, Marketing, Product Management, and Commercial teams. Coordinate internal resources to deliver seamless customer experiences. Contribute to a high-performing