Key Account Manager

About Carrier

Carrier is a global leader in intelligent climate and energy solutions, committed to creating healthier, safer, and more sustainable environments. With a legacy of innovation and a world-class, diverse workforce, we continue to lead by keeping customers at the centre of everything we do. Our performance-driven culture fuels long-term value creation through strategic investments and bold growth initiatives.

Role Overview

As Key Account Manager – Life Sciences, you will own a strategic portfolio of global / regional 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 Asia Pacific 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.

Responsibilities

• Serve as the strategic owner for global / regional 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 across Global / Regional HQ, Logistics, Supply Chain, Quality functions for 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.

• Proactively monitor account health, identify risks/barriers, and orchestrate internal resources to ensure customer success and revenue targets are met/exceeded.

• Capture and share competitive intelligence, market trends, and voice-of-customer insights with Product, Marketing, and Leadership teams.

• Represent Sensitech at key industry events and trade shows when required.

Required Qualifications

• Bachelor’s degree.

• 3+ years of large complex account sales experience and enterprise SaaS sales.

Preferred Qualifications

• 5+ 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 senior customer stakeholders.

• Strong commercial acumen: contract negotiation, ROI quantification, strategic account planning.

• 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.

• Experience launching and driving adoption of SaaS platforms in enterprise environments.

• Team player with ability to influence cross-functionally in matrixed, global organizations.

• Highly self-motivated individual; adaptable and resilient in fast-paced environments.

• Experience with Major Account and Strategic Account Sales Methodologies (Challenger, SPIN, Miller Heiman) a plus.

• CRM proficiency (Salesforce or similar).

• MBA not required but preferred.

• Willingness to travel up to 40–50%.  

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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