Key Account Manager

🕒 il y a 22 jours

🐊 Florida, Illinois, +1 états de plus – Distant

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

💵 $96 000 - $192 000 / an

⏰ Temps Plein

🟡 Intermédiaire

🟠 Senior

💰 Responsable de comptes

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Carrier

Site WebLinkedInTous les Emplois

10 000+ employés

Fondée en 1915

⚡ Énergie

🚗 Transport

🔧 Matériel

Energy • Transport • Hardware

Carrier est un leader mondial dans les solutions pour le bâtiment et la chaîne du froid, dédié à l'innovation pour créer des environnements sains, sûrs, durables et intelligents. L'entreprise est impliquée dans les systèmes de CVC et de réfrigération et se concentre sur la promotion de la santé et de la sécurité des espaces intérieurs ainsi que sur la préservation de l'approvisionnement mondial en nourriture et en médicaments grâce à ses technologies avancées. Carrier s'engage également à lutter contre le changement climatique en collaborant avec des partenaires pour favoriser la durabilité et l'efficacité énergétique des infrastructures. En explorant des solutions pour les bâtiments intelligents et la résilience énergétique, Carrier progresse vers un avenir neutre en carbone.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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