Carrier

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Carrier Global Corporation, global leader in intelligent climate and energy solutions is committed to creating solutions that matter for people and our planet for generations to come.

Sensitech is a part of Carrier, a leading global provider of innovative HVAC, refrigeration and building automation technologies. Sensitech® Inc. is focused on delivering supply chain visibility solutions that track, monitor and protect products for global leaders in the food, life sciences, consumer goods, and industrial markets.

About the role

As Key Account Manage (m/f/d) – Life Sciences, you will own a strategic portfolio of global enterprise accounts and be responsible for driving significant growth within your book of business. This is a high-impact, enterprise-focused sales role that requires navigating complex, multi-stakeholder sales cycles across borders, functions, and seniority levels.

Reporting to the Head of Life Sciences in EMEA and working closely with Sales Solutions Consultants, Professional Services, and regional teams, you will act as the strategic quarterback for your accounts – diagnosing needs, orchestrating internal resources, and delivering tailored visibility and resilience solutions that create measurable business value.

Location: Germany (remote)

Responsibilities:

- Serve as the strategic owner for global Life Science accounts, driving YoY revenue growth and expansion.
- Develop and execute strategic account plans to penetrate new buying centers and high-level decision makers (C-level, VP Logistics, Supply Chain, Quality, Commercial and Clinical Operations) and grow wallet share
- Lead complex, enterprise SaaS sales cycles for Lynx and Real-Time platforms, from discovery through negotiation, launch, adoption, and expansion.
- Build and maintain trusted, long-term relationships with senior executives and key influencers in cold chains, clinical trial logistics, and pharmaceutical supply chain.
- Create and maintain detailed account plans, opportunity pipelines, and executive business reviews in collaboration with cross-functional partners worldwide.
- Partner with Sales Solutions Consultants to qualify opportunities, articulate Sensitech’s full ecosystem value proposition, and design enterprise-grade solutions.
- Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services.
- Negotiate and close master agreements, expansions, renewals, and RFQ responses.

Requirements:

- Bachelor’s degree in business administration, Economics or equivalent
- 3+ years of large complex account sales experience and enterprise SaaS sales, experience in launching and driving adoption of SaaS platforms in enterprise environments
- CRM proficiency (Salesforce or similar)
- Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to high-level internal and external stakeholders, often under time constraints.
- Willingness to travel up to 40–50%

Preferred qualifications:

- 5-7+ years in enterprise B2B/SaaS sales within Life Sciences, Pharma, Regulated Industries, or Supply Chain Technology. Clinical Trial Experience a plus.
- Proven track record of consistently exceeding quota while managing strategic accounts with complex 6 to18 month sales cycles.
- Experience selling to C-suite and VP-level stakeholders
- Strong commercial acumen: contract negotiation, ROI quantification, strategic account planning
- Experience with Major Account and Strategic Account Sales Methodologies (Challenger, SPIN, Miller Heiman) a plus

Benefits

We are committed to offering competitive benefits programs for all of our employees, and enhancing our programs when necessary.

- An exciting and important position with personal room for manoeuvre in an international group
- Strong collaboration in a motivated team
- Good career and international development