Overview

We are seeking a commercially focused, strategic, and results-driven Sales Development Manager to lead growth within the rapidly expanding PFAS testing market across the United States.

The successful candidate will drive market development and revenue growth by partnering with Contract Testing Organizations (CTOs), environmental laboratories, commercial analytical testing providers, and strategic industry stakeholders. The role will focus on positioning Waters PFAS analytical solutions, workflows, applications, consumables, informatics, and services to enable laboratories to expand testing capacity, improve productivity, and respond to evolving regulatory requirements.

This role requires close collaboration with regional sales teams, application specialists, marketing, regulatory affairs, and business units to identify growth opportunities and develop strategic commercial plans that accelerate Waters leadership in PFAS analysis. This is a remote position based in the United States with significant customer-facing engagement.

 

Responsibilities

Market Development, Strategy and Opportunity Creation

• Develop and execute the U.S. PFAS CTO growth strategy, including market segmentation, geographic prioritization, target-account planning and opportunity creation.
• Identify opportunities across environmental, water, food, packaging, cosmetics, textiles and industrial materials testing laboratories, informed by regulatory drivers, market trends and competitive dynamics.
• Build relationships with key decision-makers, laboratory leaders, industry influencers and strategic customer stakeholders.

Pipeline Development, Commercial Execution and Sales Support

• Generate, qualify and manage a robust PFAS opportunity pipeline through customer engagement, networking, conferences, campaigns and targeted outreach.
• Partner with account managers, specialists and application scientists to progress opportunities through evaluations, demonstrations, workflow discussions, proposals and commercial negotiations.
• Maintain accurate forecasts and coordinate executive-level engagement for strategic customer accounts.

Customer Relationship Management and Strategic Partnerships

• Develop trusted-advisor relationships with contract testing organizations, laboratory networks and senior customer stakeholders.
• Support laboratory growth discussions by connecting PFAS market trends, workflow optimization and Waters solution value propositions.
• Capture customer feedback and unmet needs to inform strategy, product development and customer success initiatives.

Sales Enablement, Marketing and Demand Generation

• Enable field teams on PFAS regulations, workflows, technologies, competitive positioning and customer value propositions.
• Partner with marketing to execute lead-generation initiatives, webinars, workshops, conferences, customer events and digital campaigns focused on the contract testing market.
• Support customer stories, co-authored technical content and industry thought leadership that increase Waters visibility and demand.

Technical, Regulatory and Market Expertise

• Maintain strong knowledge of PFAS workflows, LC-MS/MS, LC-HRMS, sample preparation, automation, informatics and emerging screening approaches.
• Monitor PFAS regulations, testing requirements, methods and laboratory accreditation expectations affecting the U.S. testing market.
• Translate complex technical, regulatory and market information into actionable commercial plans and value propositions for scientific and commercial audiences.

Business Analytics, Reporting and Cross-Functional Collaboration

• Provide regular updates on market conditions, competitive activity, pipeline progression, revenue performance and strategic recommendations to business leadership.
• Use CRM and data-driven analysis to manage opportunities, improve forecasting and guide resource prioritization.
• Collaborate across sales, marketing, application support, service, regulatory affairs, product management and business leadership to coordinate PFAS growth initiatives and share best practices globally.

Qualifications

• Education

  • Bachelor degree in Chemistry, Environmental Science, Analytical Science, Biology, or a related scientific discipline.
  • Advanced scientific degree (MSc or PhD) and/or MBA preferred.

  Experience

  • Minimum 5 years of experience in scientific sales, business development, market development, or commercial leadership.
  • Experience working within PFAS, environmental testing, analytical instrumentation, laboratory services, or regulated testing markets.
  • Demonstrated success building new market opportunities and influencing complex purchasing decisions.
  • Experience engaging with contract testing organizations, environmental laboratories, CROs, or commercial laboratory networks highly desirable.
  • Experience utilizing CRM systems such as Salesforce for opportunity management and forecasting.

  Skills and Competencies

  Commercial Strategy and Market Development

  • Ability to develop and execute market expansion strategies, build business cases and identify emerging market opportunities.
  • Strong business acumen with a focus on growth, revenue generation and commercial execution.
  • Strong analytical mindset with the ability to assess market trends, regulatory developments and competitive positioning, translating insight into actionable commercial plans.

  Relationship Building, Influence and Communication

  • Proven ability to establish strong relationships with customers, business leaders and technical stakeholders.
  • Excellent networking, negotiation and stakeholder management capabilities, with the ability to influence without direct authority across cross-functional teams.
  • Outstanding written, verbal and presentation skills, with confidence engaging laboratory scientists, executives, regulators and commercial teams at conferences, workshops, customer meetings and executive reviews.

  Technical, Regulatory and Laboratory Expertise

  • Strong understanding of analytical chemistry, PFAS testing workflows, LC-MS/MS technologies and environmental laboratory operations.
  • Familiarity with EPA methods, regulatory testing programs and laboratory accreditation requirements is highly desirable.
  • Ability to translate technical and regulatory complexity into clear customer value propositions and practical commercial guidance.