Reagent Technical Sales Specialist (TSS R)

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

Position Summary 

Demonstrate the science. Drive adoption. Expand the impact. 

At Waters, Reagent Technical Sales Specialists are critical to driving consumables growth by combining deep reagent expertise with customer insight and workflow optimization. Operating at the intersection of science and commercial execution, you enable customers to maximize the value of their instruments while accelerating reagent pull-through and long-term adoption. 

This role goes beyond product support. It requires the ability to identify workflow gaps, uncover expansion opportunities, and position reagents as essential components of the overall solution. You will partner closely with Account Managers and Instrument Specialists to influence customer behavior, improve utilization, and deliver sustainable revenue growth. 

This is a high-impact role where technical expertise, customer engagement, and commercial awareness directly contribute to recurring revenue and territory performance.

Role Purpose 

As part of the Waters Biosciences division, drive recurring reagent revenue and consumables growth by providing technical expertise, optimizing customer workflows, and expanding product adoption across the installed base. 

Key Responsibilities 

Technical Leadership & Customer Engagement 

• Provide deep technical expertise in reagents and consumables applications 

• Deliver scientific consultation to support customer workflows and outcomes 

• Act as a trusted advisor to laboratory stakeholders 

• Educate customers on best practices to maximize reagent utilization 

Workflow Optimization & Adoption 

• Identify workflow gaps and opportunities for expansion 

• Optimize utilization of reagents within existing customer processes 

• Support assay development and application-specific needs 

• Improve adoption through targeted technical engagement 

Revenue Growth & Opportunity Development 

• Drive consumables pull-through and recurring reagent revenue 

• Identify and develop cross-selling opportunities across the portfolio 

• Partner with Account Managers to align on territory growth strategies 

• Expand usage within existing accounts to increase share of wallet 

Customer Retention & Value Expansion 

• Strengthen customer relationships through ongoing technical support 

• Improve retention by reinforcing value and outcomes 

• Increase customer reliance on Waters reagents and solutions 

• Support long-term account growth through consistent engagement 

Cross-Functional Collaboration 

• Partner closely with Account Managers and Instrument TSS specialists 

• Collaborate with applications, service, and marketing teams 

• Contribute to coordinated, high-value customer engagement strategies 

• Support a unified, team-based selling approach 

What Success Looks Like 

• Increases recurring reagent and consumables revenue 

• Expands customer utilization across assays and workflows 

• Drives consistent consumables pull-through

• Improves workflow adoption and optimization 

• Strengthens customer retention and long-term loyalty 

• Supports overall territory growth through partnership and execution 

Qualifications & Experience 

Required 

• Bachelor’s degree in life sciences or related scientific field 

• Strong customer-facing communication and presentation skills 

• Experience in scientific, technical sales, applications, or laboratory roles 

• Ability to translate technical knowledge into practical customer value 

• Willingness to travel within assigned territory 

Preferred 

• Experience with reagents and consumables product lines 

• Background in flow cytometry or related applications 

• Experience supporting laboratory workflows or assay development 

• Exposure to commercial sales environments or account support roles 

• Familiarity with CRM tools and structured sales processes 

Work Environment & Travel 

• Field-based role requiring frequent customer interaction 

• This field-based, remote position requires regular in-person customer engagement across the New England territory (MA, RI, NH, VT, ME). To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory, generally defined as within a 50-mile radius of (Boston, MA). 

• Travel aligned to territory needs 

Why Waters 

Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges. 

As part of Waters, you will: 

• Work with a differentiated and growing consumables portfolio 

• Partner with commercial and scientific experts across disciplines 

• Engage directly with customers to influence outcomes 

• Drive meaningful, recurring business impact 

Who Thrives in This Role 

• Technical experts passionate about customer impact and adoption 

• Individuals who enjoy influencing behavior and driving utilization 

• Professionals who combine scientific depth with commercial awareness 

• Problem solvers focused on workflow improvement and growth 

• Collaborative partners who elevate team success 

Who This Role Is Not For 

• Individuals seeking purely transactional or non-customer-facing roles 

• Those uncomfortable with revenue accountability and growth targets 

• Candidates who rely on reactive vs. proactive engagement 

• Individuals who prefer narrow technical scope without business impact 

Equal Opportunity 

Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive. 

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?

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 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.

Required Skills

Optional Skills

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Primary Work Location

USA CA - Milpitas 155

Additional Locations

Work Shift

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

Salary Range Information

$95,600.00 - $153,000.00 USD Annual