Account Manager – Instruments/Systems

Waters (Eschborn HE, Deutschland) Vor 6 Tagen veröffentlicht

Waters, the world's leading specialty measurement company that cares about inclusion and diversity is seeking for an Account Manager – Systems/Instruments to support the very successful growth of our businesses across Northern Germany. Waters deliver benefits through innovation and people that enable customer success in the life, materials and food sciences. People create the Waters difference. By engaging with our talented and diverse workforce we continuously evolve, develop and improve our products. We believe in delivering innovative technology and system solutions to our valued customers to enable their success. Our talented field sales/service and specialist teams have over the years delivered great and sustainable business results. With a constant focus on growth and by developing new markets we are able to increase the business even within very challenging economic circumstances.

As Account Manager Systems/Instruments, you are an ambassador of Waters and will bring to the market Waters’ products and services. You will demonstrates a clear grasp of understanding the customers’ business and its growth plans, as well as be able to take the knowledge and convert that into a solution and offering from Waters, with a primary aim of bringing “customer success”. This position brings you a great degree of flexibility working in the field. Your role will be designated to either a territory and/or markets.


The candidate will serve all customers in the markets Food & Environmental, Clinical Diagnostics, and Material Sciences within his / her geographic region North Germany (Northern part of Lower Saxony, Hamburg, Schleswig-Holstein and the so-called “Neue Bundesländer” (formerly GDR including Berlin)). He / she will be fully responsible for the sales revenue of LC, SFC and MS instruments as well as Informatics products.

He / she will be the Market specialist for the above-mentioned markets and will sell the Waters System Sales product portfolio to customers in the respective markets. Due to specific knowledge about the markets and understanding of their trends, the candidate will identify the specific needs and create meaningful insights and solutions for the customers. This will enable him / her to fulfill the companies´ sales targets and continuously develop further growth. His / her contacts will range from lab managers to members of senior management and purchasers from both private companies and public institutes. Experience in penetrating and managing of small, medium and large accounts, including creating and executing account strategy plans is required for success.


  • Close cooperation with various other functions (Account Managers from both Instrument and Consumables Sales, MS Specialists, Service Sales, and Business Development) will be mandatory for the success.
  • Close collaboration with the application specialists of the demo-lab teams at the Waters labs in Eschborn and Wilmslow.
  • The candidate will not do instrument demos on his / her own.
  • Prospecting for new customers across the territory
  • Presenting and selling Waters products and strategies
  • Price negotiations with customers and/or their purchase departments
  • Experience with CRM systems
  • Organization of virtual or personal sales events at customer’s sites
  • Responding to user requirement documents and RFPs (Requests for Proposals)
  • Working in a matrix organization by actively communicating and collaborating with colleagues in Germany but also other European countries (esp. UK)
  • Understanding customer business problems and translating them into solutions
  • Understanding customer decision processes and organization charts (Scientific, IT & Senior Management)

The successful candidate is likely to have the following competencies:

  • Highly passionate individual with charisma, perseverance and determination, plus the ability to work effectively in competitive sales situations
  • Customer focused with very good listening skills
  • Ability to understand, interpret and communicate complex technical issues
  • Good interpersonal skills with a positive sense of humor and is able to contribute as part of an integrated sales/service organization
  • Good priority setting and organizational skills
  • Adaptable to dynamic and changing environment, frequent travelling acceptable as well
  • Experienced with CRM systems
  • Specific market-knowledge to identify needs and create insights for the customers
  • Fluent German and English in speaking and writing are a must.

Product presentation skills:

  • Ability to interact with customers at all levels from laboratory managers to senior management and purchasers
  • Ability to explain the standard features, functions and benefits of Waters instruments to a varied audience
  • Ability to discuss product concepts to prospective customers
  • Ability to show quick, flexible reaction on customer reactions
  • Presents him-/herself clearly, concisely and articulately when speaking with an individual or before a group
  • Produces written material in clear, concise and understandable form - seeks to ensure that the intended message has been fully comprehended
  • Exercised tact and diplomacy when presenting sensitive or controversial data - recognizes when it is appropriate to push forward or to step back from an issue
  • Uses examples, analogies and paraphrasing, both orally and written, to clarify ideas and concepts


  • Master Degree or Ph.D. in Science


  • Technical knowledge and practical solution selling experience, ideally in LC-MS
  • Knowledge about the trends in analytics in Food & Environmental, Clinical Diagnostics and Material Sciences is a Plus.
  • Experience in a laboratory, with a background in liquid chromatography and mass spectrometry (Tandem Quad and High-Resolution MS)


  • A clean driving license and a valid passport will be required;
  • This is a territory-based position with travelling within your designated territory, and occasional travels to other countries for activities such as governance of department, local business support, meetings and training.
  • When the Covid pandemic is over, the candidate is expected to spend 3 to 4 days per week at customer site. The position is home-office based in the sales territory.
  • A disclosure of any criminal convictions may be required as some of our customers work in sensitive and confidential government areas.

Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for more than 60 years. With more than 7,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.

Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.

Account Manager – Instruments/Systems

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