Key Account Manager

Country:

United States of America

Location:

CAM60: Sensitech, Inc 800 Cummings Center, Beverly, MA, 01915 USA

Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

Sensitech, a dynamic division under the Carrier umbrella, boasts over 30 years of continuous growth and maintains extensive partnerships with leading pharmaceutical and biologics companies worldwide.  As we continue to launch new and innovative solutions, we are pleased to announce we are hiring. Come grow with us!!

About This Role
Sensitech’s Life Sciences Key Account Manager reports to the North America Life Science Director and plays a crucial role within our global sales team. Collaborating closely with Sales Solutions Consultants and Professional Services, this role’s primary responsibility is to assess and diagnose the current business environment, uncover customer needs and provide solutions in each of their assigned accounts within the Sensitech Life Science ecosystem. 

The ideal candidate will be able to work internally leveraging cross-functional partnerships, and externally with customers to develop strong relationships to support Sensitech's extensive range of supply chain visibility, quality, and supply chain resilience software and hardware.  These are often enterprise sales, and you will work across borders with both internal and external partners at multiple touch points and levels to manage a complex sale. 

You thrive in a dynamic environment, tackling diverse customer challenges, and delivering solutions that significantly enhance the efficiency of our clients' supply chains and the quality of their pharmaceutical products.  This position can be based in the Eastern PA, NJ, NY, or MA area overseeing accounts within this region. 

Key Responsibilities

• Strategic lead for book of accounts.  Develops and executes innovative strategies to reach difficult to access call points.

• Maintain comprehensive account plans; needs assessments and call plans while collaborating globally with internal partners.

• Responsible for establishing and nurturing strategic, long-term partnerships with high level logistics and cold chain executives, key stakeholders, decision makers and opinion leaders in the Cold Chain and Life Science logistics space.

• Accountable for executing a successful launch of Real Time and Lynx SaaS solutions; insuring product adoption in accounts and achievement of strategic goals and sales targets.

• Understand Sensitech’s Ecosystem Value Proposition and collaborate with Sensitech Sales Solutions Consultants in qualifying/evaluating opportunities and expanding relationships to develop enterprise solution sales and share that Value Prop with customers.

• Monitors Sensitech business performance across portfolio and proactively analyzes, troubleshoots and responds to changes in account performance to deliver results and meet customer needs.

• Identifies drivers and barriers and coordinates strategic responses; pull through activities; and VOC across teams.

• Collect competitor insights, marketplace trends, and relevant customer information to share with product, leadership and home office.

• Responsible for contract negotiations and delivery, business reviews, performance tracking and RFQ response.

• Reside within the Continental United States - Sensitech is headquartered in Massachusetts occasional non-traditional working hours may be required.

• Participate in National and Regional trade shows as needed.

Basic Qualifications

• Bachelor’s Degree

• 3+ years of large complex account sales experience in the Medical, Logistics, Cold Chain, or Software Sales Industry

• Ability to Travel 50% of the time domestically

Preferred Qualifications

• Previous experience selling supply chain solutions, IoT, SaaS, or other services. 

• Life Science and/or clinical trial experience a plus.

• Knowledge of Major Account and Value Based Selling in complex accounts with long sales cycles.

• Experience with long sales cycles and revenues upwards of 2MM+.

• Must have a hunter mentality with the ability to drive the growth of current accounts.

• Highly motivated individual who thrives in a dynamic team environment. 

• Ability to fill the funnel while moving deals through the buying cycle, consistently closing deals and attaining/exceeding sales quota.

• Experiencing with managing opportunities within the Salesforce CRM tool.

• Ability to write proposals and support responses to RFIs/RFPs/RFQs.

• Knowledge of Pharma, logistics, regulatory compliance, and transportation a plus.

• Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to high-level stakeholders often under time constraints.

• Experienced needs identification and value-based software demonstration skills.

• Team player with cross functional project leadership skills.

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Pay Range:

$74,181 - $130,206 Annually

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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