Note: The job is a remote job and is open to candidates in USA. Carrier is a global provider of intelligent climate and energy solutions, with Sensitech delivering solutions for the safe transport and monitoring of products in critical industries. The Key Account Manager will own a Life Sciences sales territory, driving revenue across global enterprise, local, and mid-market accounts through pipeline development, strategic selling, negotiations, renewals, and customer value creation.
Responsibilities
- Own revenue targets across your full territory, including enterprise accounts and a portfolio of local and mid-market accounts
- Develop and execute territory and account plans that reflect the complexity and pace of each opportunity — from long, multi-stakeholder enterprise cycles to faster, direct local deals
- Build and manage a healthy pipeline across your full book of business, with clear progression tied to customer outcomes and accurate CRM forecasting
- Drive new business development within existing accounts — expanding into new divisions, buying centers, use cases, and opportunities
- Lead contract negotiations, business reviews, RFQ responses, and renewals across your territory
- Navigate complex, global enterprise accounts with multiple stakeholders across functions, seniority levels, and geographies
- Build and maintain trusted relationships with senior decision makers and influencers — including C-suite, VP Logistics, and Directors of Supply Chain, Quality, and Commercial and Clinical Operations
- Coordinate effectively with internal colleagues and regional teams to deliver a consistent, high-quality customer experience across borders
- Partner closely with Solutions Consultants to qualify opportunities, advance complex deals, and ensure the right solution is positioned for each customer need
- Own the full sales cycle on local and mid-market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
- Apply a direct, efficient selling approach, leading with the most relevant Sensitech solutions and a clear, compelling ROI story
- Build relationships with regional stakeholders across procurement, logistics, quality, and operations to identify and develop opportunities proactively
- Run discovery that uncovers the real business problem, quantifies the impact, and connects Sensitech's solutions to measurable customer outcomes
- Adapt your communication style, solution framing, and business case approach to resonate with diverse stakeholders across seniority levels, functions, and cultural contexts
- Understand how culture and regional business norms influence buying decisions and tailor your approach accordingly
- Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services
- Monitor account health and risk across your territory, proactively identifying issues and orchestrating internal resources to protect and grow the business
- Capture and share competitive intelligence, market trends, and voice-of-customer insights from across your territory with Product, Marketing, and Leadership teams
- Represent Sensitech at key regional and national industry events and trade shows
- Ensure a smooth, well-documented transition to Customer Success at close, with success criteria and customer context clearly captured
Skills
- * Bachelor's Degree
- * 3+ Years of enterprise B2B and/or SaaS sales experience, including territory or account ownership
- * 3+ Years of Experience building pipeline, progressing deals, and consistently meeting or exceeding quota
- * US-based; willingness to travel up to 50%
- * Experience in Life Sciences, Pharma, Medical Devices, Biotech, or Supply Chain Technology
- * Excellent communication skills: written, verbal, and presentation, including with C-suite and VP-level stakeholders under time pressure
- * Experience with selling clinical trials services in the Life Science space (CDRO or CMO )
- * Experience navigating multi-stakeholder, 6–18 month enterprise sales cycles
- * Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
- * Strong CRM discipline — Salesforce or equivalent — for pipeline management, forecasting, and account planning
- * Demonstrated ability to manage both complex enterprise accounts and a portfolio of local accounts simultaneously
- * Familiarity with supply chain visibility, cold chain, temperature monitoring, or regulatory compliance solutions
- * Experience selling integrated solutions across hardware, SaaS, and services
- * Knowledge of major account and value-based selling methodologies (Challenger, SPIN, Miller Heiman, or similar)
- * Experience managing accounts with stakeholders across multiple global regions
- * MBA a plus
Benefits
- Health Care Benefits: Medical, Dental, Vision; Wellness incentives
- Retirement Benefits
- Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
- Disability: Short-term and long-term disability
- Life Insurance and Accidental Death and Dismemberment
- Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
- Tuition Assistance
- Short-term cash incentives, subject to plan requirements
Company Overview
Company H1B Sponsorship