Key Account Manager

🕒 Maio 27

🐊 Florida, Illinois, +1 estados a mais – Remoto

🐊 Florida – Remote 🌽 Illinois – Remote 🤠 Texas – Remote

💵 $96.000 - $192.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

💰 Gerente de Contas

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Carrier

SiteLinkedInTodas as Vagas

10.000+ funcionários

Fundada em 1915

⚡ Energia

🚗 Transporte

🔧 Hardware

Energy • Transport • Hardware

A Carrier é uma líder global em soluções de construção e cadeia de frio, dedicada à inovação na criação de ambientes saudáveis, seguros, sustentáveis e inteligentes. A empresa atua nos sistemas de HVAC e refrigeração, focando na promoção da saúde e segurança de ambientes internos e na preservação do fornecimento global de alimentos e medicamentos através de suas tecnologias avançadas. A Carrier também está comprometida em enfrentar as mudanças climáticas e colabora com parceiros para impulsionar a sustentabilidade e eficiência energética em infraestrutura. Ao explorar soluções de construção inteligente e resiliência energética, a Carrier está avançando em direção a um futuro de emissões zero.

Descrição

• 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 • 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

🎯 Requisitos

• 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

🏖️ Benefícios

• 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