Regional Business Manager - Clinical
BD
Milpitas, California
Contract
Competitive
RemoteManager
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.
Overview
Waters Corporation is seeking a Regional Business Manager to lead regional commercial strategy and execution for our Clinical portfolio. This is a senior leadership role for a strategic, people-centric, and customer-obsessed commercial leader who can strengthen the Waters brand, win new business, and expand long-term value with existing customers.
Reporting to the General Manager for Clinical, this role owns regional performance and leads an Account Executive–led selling model across reagents and instruments. The Regional Business Manager is accountable for shaping customer strategy, developing sales talent, and delivering tailored, solution-based engagements that align Waters’ capabilities to customer needs.
Responsibilities
Drive Strategic Growth (Hunt and Farm)
Own and deliver regional revenue, growth, and pipeline performance
Lead new customer acquisition, competitive conversions, and whitespace expansion
Expand and deepen existing customer relationships through multi-year account growth strategies
Develop fit-for-purpose, customized commercial strategies for priority and complex customers
Translate commercial strategy into clear regional execution plans and measurable outcomes
Build and Lead High-Performing Sales Teams
Lead, coach, and develop a team of Account Executives
Establish a culture of ownership, accountability, collaboration, and continuous improvement
Conduct rigorous pipeline, territory, and deal reviews
Identify and develop future leaders while building strong succession plans
Elevate the Customer Experience and Waters Brand
Serve as a senior commercial presence with key clinical customers and stakeholders
Lead strategic customer engagements and complex negotiations
Ensure customer interactions reflect Waters’ values, scientific leadership, and solution-oriented approach
Position Waters as a trusted long-term partner to customers
Lead Through a Networked Selling Model
Orchestrate regional execution across a network that includes Account Executives, Inside Sales partners, Technical Sales Specialists, and Applications Scientist–Training teams
Align resources to customer priorities and strategic opportunities
Share market and customer insights with Commercial and Clinical leadership
Operate with Integrity and Discipline
Maintain high standards for forecasting accuracy, CRM discipline, and operational rigor
Ensure all commercial activities comply with company policies and healthcare regulations
Model ethical leadership and sound professional judgment
Qualifications
Required Qualifications
Bachelor’s degree required
8+ years of sales experience in clinical diagnostics, medical devices, life sciences, or regulated healthcare markets
3+ years of experience leading field-based sales professionals
Demonstrated success winning new business and expanding existing customer relationships
Strong clinical and business acumen with executive-level customer presence
Ability to travel up to 50–70% within the assigned region
Preferred Qualifications
Experience selling reagent and instrument solutions
Proven ability to design and execute customer-specific commercial strategies
Passion for developing people and building inclusive, high-performing teams
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.
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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