Key Account Manager, Life Sciences- Sensitech

Carrier; Arizona; On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Health Care Benefits

Paid time off

Travel up to 50%

Bonus incentives

Disability insurance

Life Insurance

Tax-Advantaged Accounts

Tuition Assistance

Job summary

Carrier Global Corporation, a global leader in intelligent climate and energy solutions, seeks a high‑impact Key Account Manager for Life Sciences sales. You will own revenue targets across a territory that spans enterprise and local/mid‑market accounts, guiding the full sales cycle from prospecting to close.

Reporting to the North America Life Sciences Head, you will coordinate with Solutions Consultants and Professional Services, build executive relationships, and drive product adoption

Qualifications

• 5+ years of B2B sales experience within Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology industries.
• Experience building pipeline, progressing deals, and meeting quota.
• Willingness to travel up to 50%.

Responsibilities

• Own revenue targets across your full territory including enterprise and local/mid-market accounts.
• Develop and execute territory and account plans for complex enterprise cycles and faster local deals.
• Build and manage a healthy pipeline with clear progression tied to outcomes and CRM forecasting.
• Lead contract negotiations, RFQ responses, and renewals across your territory.
• Coordinate with Solutions Consultants to qualify opportunities and position the right solution.

Skills

B2B sales

Enterprise sales

Territory management

CRM discipline

Education

Bachelor's Degree

Tools

Salesforce

Job description

About Carrier Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting‑edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world‑class, inclusive workforce that puts the customer at the center of everything we do. com or follow on Carrier social media at @Carrier.

Sensitech is looking for a high‑impact Key Account Manager to join our Life Sciences sales team. This is not a standard account management role — you are a commercial owner responsible for driving growth across a dynamic territory that spans global enterprise accounts and local and mid‑market opportunities, each requiring a different level of engagement, selling motion, and stakeholder strategy.

On enterprise accounts, you operate within a globally coordinated team, navigating complex, multi‑stakeholder environments across borders and functions. On local accounts, you move with speed and efficiency, leading the full sales cycle independently. Reporting to the Head of Life Sciences in North America and working in close partnership with Solutions Consultants, Professional Services, and colleagues across global regions, you are the commercial owner for your territory and accountable for its outcomes.

You’ll carry real ownership — a territory that spans the complexity of global enterprise accounts and the agility of local market deals. You’ll be backed by a 30‑year market leader with a growing SaaS platform, a strong internal team of specialists as your partners, and a globally coordinated organization that supports your success.

Territory & Account Ownership

• 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

Enterprise Account Engagement

• 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

Local & Mid-Market Account Management

• Own the full sales cycle on local and mid‑market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
• Build relationships with regional stakeholders across procurement, logistics, quality, and operations to identify and develop opportunities proactively

Customer Engagement & Value Creation

• 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
• Ensure a smooth, well‑documented transition to Customer Success at close, with success criteria and customer context clearly captured

Bachelor's Degree

• ~5+ years of B2B sales experience within the Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology industry
• ~5+ years of experience building pipeline, progressing deals, and consistently meeting or exceeding quota
• ~ willingness to travel up to 50%

• Experience selling to stakeholders in Supply Chain, Logistics, Quality, Clinical Operations, Procurement and Operations
• Strong CRM discipline — Salesforce or equivalent — for pipeline management, forecasting, and account planning
• Experience navigating multi‑stakeholder, 6–18 month enterprise sales cycles
• Demonstrated ability to expand existing accounts into new divisions, geographies, buying centers or use cases
• Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
• Demonstrated ability to manage both complex enterprise accounts and a portfolio of local accounts simultaneously
• Cold‑chain, temperature‑monitoring, supply‑chain visibility or regulatory/compliance experience is highly desirable
• Knowledge of major account and value‑based selling methodologies (Challenger, SPIN, Miller Heiman, or similar)
• MBA a plus

The pay range will not be below the minimum wage applicable to the jurisdiction in which the applicant is to be employed. This position is entitled to short‑term cash incentives, subject to plan requirements.

Benefits

• Health Care Benefits : Medical, Dental, Vision; Retirement Benefits
• paid personal leave, up to 5 days; paid holidays, up to 13 days; family and medical leave; 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
• The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified individuals with a Disability and Protected Veterans in compliance with section 503 of Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.

Technology-enabled tools may support parts of the recruitment process, with oversight by people.