Key Account & Regional Sales Manager

Ingersoll Rand; Quebec; On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive compensation

Benefits package

Retirement savings

Paid time off

Employee stock programs

Career growth opportunities

Job summary

Ingersoll Rand is seeking a strategic Key Account & Regional Sales Manager for BioPharma Solutions in Canada. The role leads regional sales and serves as Global Key Account Manager for a top BioPharma customer, driving growth across Canada and coordinating with Johnson & Johnson's worldwide sites.

The candidate will manage a Canadian territory around $3M in annual revenue, build executive relationships, and collaborate with engineering, operations, and marketing to deliver solutions.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Life Sciences, or related discipline.
• 5+ years of direct sales or strategic account management experience.
• Mandatory experience within BioPharma, pharmaceutical manufacturing, bioprocessing, or life sciences industry.
• Proven success managing strategic accounts and driving revenue growth.
• Experience engaging with executive-level stakeholders within complex customer organizations.
• Strong business acumen, negotiation skills, and consultative selling capabilities.
• Experience using Salesforce CRM or similar CRM platforms.
• Ability to travel extensively throughout Canada, North America, and internationally.

Responsibilities

• Develop and execute strategic growth plans for assigned BioPharma customers and regional accounts.
• Serve as the Global Key Account Manager for Johnson & Johnson, coordinating growth initiatives across ~34 global sites.
• Manage and grow a Canadian territory valued at ~$3M+ in annual revenue.
• Establish and strengthen executive-level relationships with decision-makers and influencers at customer organizations.
• Identify new business opportunities, drive account penetration, and expand existing partnerships.
• Collaborate with Regional Sales Managers globally to implement key account strategies and accelerate growth.
• Lead customer business reviews, strategic planning sessions, and commercial negotiations.
• Coordinate internal resources to deliver customer solutions (engineering, operations, support, marketing, service).
• Maintain opportunity pipelines, forecasts, account plans, and customer data in Salesforce.
• Develop commercial programs including pricing strategies, contract renewals, incentive programs, and NDAs.
• Resolve customer issues and drive continuous improvement initiatives for operational excellence.
• Achieve and exceed revenue, profitability, and market-share objectives.

Skills

Strategic account management

Executive relationship building

Business development

Complex sales & negotiation

Cross-functional leadership

Forecasting & pipeline management

Influence without authority

Communication & presentation

Organizational & project management

Education

Bachelor's degree in Business, Marketing, Engineering, Life Sciences

Tools

Salesforce CRM

Job description

Job Title: Key Account & Regional Sales Manager – BioPharma Solutions (Canada)

Location: Remote – Canada (Must reside near a major airport)

Employment Type: Full-Time

Travel: Approximately 50–60% (Global Travel Required)

Reports To: Director of Sales

About Us

Ingersoll Rand is a Fortune 500 company driven by an ownership mindset and a commitment to making life better for our employees, customers, and communities. Through innovation, sustainability, and customer-focused solutions, we deliver mission-critical technologies across more than 40 trusted brands worldwide.

Job Overview

The Key Account & Regional Sales Manager is a strategic commercial leader responsible for driving profitable growth across Canada while serving as the Global Key Account Manager for one of ILC Dover's most important BioPharma customers. This role combines strategic account management, regional sales leadership, and business development within the life sciences and pharmaceutical manufacturing markets.

The successful candidate will manage a portfolio of key BioPharma accounts throughout Canada while leading the global growth strategy for Johnson & Johnson across its worldwide manufacturing network. The position requires a consultative, relationship-driven sales professional with deep BioPharma industry knowledge, experience navigating complex customer organizations, and a proven ability to influence stakeholders across multiple functions and geographies.

This is a highly visible role that works cross-functionally with sales, engineering, operations, customer service, and executive leadership to drive customer success, revenue growth, and long-term strategic partnerships.

Responsibilities

• Develop and execute strategic growth plans for assigned BioPharma customers and regional accounts.
• Serve as the Global Key Account Manager for Johnson & Johnson, coordinating growth initiatives across approximately 34 global sites.
• Manage and grow a Canadian territory valued at approximately $3M+ in annual revenue.
• Establish and strengthen executive-level relationships with decision-makers and influencers at customer organizations.
• Identify new business opportunities, drive account penetration, and expand existing customer partnerships.
• Collaborate with Regional Sales Managers globally to implement key account strategies and accelerate growth.
• Lead customer business reviews, strategic planning sessions, and commercial negotiations.
• Coordinate internal resources including engineering, operations, technical support, marketing, and customer service to deliver customer solutions.
• Maintain accurate opportunity pipelines, forecasts, account plans, and customer information within Salesforce.
• Develop commercial programs including pricing strategies, contract renewals, incentive programs, and NDAs.
• Resolve customer issues and drive continuous improvement initiatives that support customer operational excellence.
• Achieve and exceed revenue, profitability, and market-share objectives.

Required Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Life Sciences, or a related discipline; equivalent experience considered.
• 5+ years of direct sales or strategic account management experience.
• Mandatory experience within the BioPharma, pharmaceutical manufacturing, bioprocessing, or life sciences industry.
• Proven success managing strategic accounts and driving revenue growth.
• Experience engaging with executive-level stakeholders within complex customer organizations.
• Strong business acumen, negotiation skills, and consultative selling capabilities.
• Experience using Salesforce CRM or similar CRM platforms.
• Ability to travel extensively throughout Canada, North America, and internationally.

Preferred Qualifications

• Experience with single-use technologies, bioprocessing solutions, or pharmaceutical manufacturing environments.
• Global account management experience.
• Experience managing large enterprise accounts within multi-site organizations.
• Demonstrated success working across matrix organizations and influencing without direct authority.
• Bilingual English/French is considered an asset.

Core Competencies

• Strategic Account Management
• Executive Relationship Building
• Business Development & Hunting Mindset
• Complex Sales & Negotiation
• Cross-Functional Leadership
• Customer-Centric Problem Solving
• Forecasting & Pipeline Management
• Influence Without Authority
• Communication & Presentation Skills
• Organizational & Project Management Skills

Travel & Work Arrangement

• Home-based remote position within Canada.
• Approximately 50–60% travel, including customer visits and strategic business meetings.
• International travel expected 2–4 times annually, primarily throughout North America and EMEA.
• Candidate must have access to a major airport and be able to travel globally.

What We Offer

• Competitive Compensation
• Management Incentive Plan (MIP) Eligibility
• Comprehensive Benefits Package
• Retirement Savings Programs
• Employee Stock Programs
• Paid Time Off
• Career Growth Opportunities
• Inclusive and Collaborative Environment

Equal Opportunity Employer Statement

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.