Account Manager – Instruments/Systems Sales

  • Job Reference: 16230
  • Date Posted: 12 May 2022
  • Recruiter: Waters
  • Location: Dortmund, Nordrhein-Westfalen
  • Salary: On Application
  • Sector: Sales, Science, Business Management
  • Job Type: Full Time Flex
  • Work Hours: Full Time

Job Description


Waters, the world's leading specialty measurement company that cares about inclusion and diversity is seeking for an Account Manager Pharma – Systems/Instruments to support the very successful growth of our businesses across North-Rhine Westfalia.  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 Pharma  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 customers in Pharma and BioPharma market within the geographic region North -Rhine Westfalia and western part of Niedersachsen. The candidate will be fully responsible for the sales revenue of LC, SFC and MS instruments as well as the related Informatics products portfolio.

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 the candidate to fulfill the companies´ sales targets and growth opportunities. Customer 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.



  • Preparing business and territory plans, reports, tender documents and relevant product solution documents for customers.
  • Prospecting for new customers across the territory.
  • Understanding customer business problems and translating them into solutions.
  • Organization of virtual or personal sales events at customer’s sites, presenting and selling Waters products and strategies.
  • Understanding customer decision processes and organization charts (Scientific, IT & Senior Management).
  • Price negotiations with customers and/or their procurement departments.
  • Responding to user requirement documents and RFPs (Requests for Proposals).
  • Planning, and executing the customer demonstrations with collaboration of the demo lab specialists.
  • 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.
  • Reproting of customer activities and project updates into CRM on a daily basis to ensure accurate forecasting.
  • Ensure target achievement to enable Waters growth perspective.

What’s in it for you?


People create the Waters difference and to reward this we offer:

  •  competitive salary
  • Wellbeing Programs and Services
  • Health and Welfare coverage, including private medical insurance where applicable
  • Employee and Family Assistance Program (EAP)
  • Retirement Savings Programs, including company contributions where applicable
  • Employee Stock Purchase Program (where available)
  • Risk Insurance – Life Insurance, Accident Insurance, Disability 
  • Company fitness program


Not only that, our Account Managers will have a great opportunity to work across our product portfolio furthering their technical skills and personal development.


What we are looking for from you:


Education/ Experience

  • Bachelor or master’s degree in Science;
  • Technical knowledge and practical solution selling experience, ideally in  LC- MS; LC-
  • MS/MS; Informatics);
  • Experience in a laboratory, with a background in chromatography and mass spectrometry.
  • Exposure within relevant field/industry.


  • Highly passionate individual with charisma, perseverance and determination, plus the ability to work effectively in competitive sales situations.
  • Ability to listen, understand, interpret and communicate complex technical issues to customer
  • Good interpersonal skills with a positive sense of humour and is able to contributing as part of an integrated sales/service organisation;
  • Good priority setting and organisational skills;
  • Adaptable to dynamic and changing business environment,
  • adequate and frequent travelling to manage customer and territory coverage
  • Experience with CRM systems would be beneficial
  • Fluent German and English Language Skills in speaking and writing are a must


  • 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.
  • A disclosure of any criminal convictions may be required as some of our customers work in sensitive and confidential government areas.


Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace.



Company Description

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.