Regional Business Manager - South West (San Diego, CA)
Overview
Waters Corporation is seeking a Regional Business Manager to lead regional commercial strategy and execution for our Research 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, Research Sales West, this role owns regional performance and leads a 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. Territory: Southwest - From San Diego to Texas Ideal Candidate Location: San Diego, CA
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 sales representatives
- 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 research 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 sales representatives, 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 Research 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 life sciences
- 3+ years of experience leading field-based sales professionals
- Demonstrated success winning new business and expanding existing customer relationships
- Strong research 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
Compensation
The expected compensation range for this role is $145,000-$235,000. Final compensation will be determined based on experience, skills, and geographic location. 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. Primary Work LocationUSA CA - San Diego (BDB)