Key Account Manager, Life Sciences

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Take ownership of revenue objectives across enterprise, local, and mid-market accounts.

• Create and implement territory and account strategies.

• Build and manage a sales pipeline with precise CRM forecasting.

• Drive new business initiatives within current accounts.

• Lead negotiations on contracts, business reviews, RFQ responses, and renewals.

• Navigate complex global enterprise accounts and environments with multiple stakeholders.

• Establish trusted relationships with senior decision-makers and influencers.

• Collaborate with internal teams and regional colleagues across borders.

• Partner with Solutions Consultants to evaluate opportunities and advance intricate deals.

• Manage the entire sales cycle for local and mid-market accounts, from prospecting to closure.

• Present relevant Sensitech solutions and compelling return on investment cases.

• Conduct discovery sessions, quantify business impact, and link solutions to measurable outcomes.

• Tailor communication, solution presentation, and business cases to various stakeholders and cultural contexts.

• Promote post-sale product adoption and strategic milestones in collaboration with Customer Success and Professional Services.

• Monitor account health and risk while orchestrating internal resources.

• Provide competitive intelligence, market trends, and customer insights to Product, Marketing, and Leadership.

• Represent Sensitech at regional and national industry events and trade shows.

• Ensure a documented transition to Customer Success upon closure.

• Report directly to the Head of Life Sciences in North America.

⛳️ Requirements

• Bachelor's Degree.

• 5+ years of B2B sales experience in the Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology sectors.

• 5+ years of experience in building a sales pipeline, progressing deals, and consistently meeting or exceeding sales quotas.

• Valid Driver’s License.

• Based in the United States.

• Willingness to travel up to 50%.

• Exceptional written, verbal, and presentation communication skills, particularly with C-suite and VP-level stakeholders under time constraints.

• Experience selling to stakeholders in Supply Chain, Logistics, Quality, Clinical Operations, Procurement, and Operations.

• Strong CRM discipline utilizing Salesforce or a similar platform for pipeline management, forecasting, and account planning.

• Experience in selling hardware, SaaS, and services.

• Proven experience navigating multi-stakeholder enterprise sales cycles lasting 6 to 18 months.

• Demonstrated ability to expand existing accounts into new divisions, geographies, buying centers, or use cases.

• Proven effectiveness in working within globally matrixed organizations.

• Ability to manage complex enterprise and local accounts simultaneously.

• Experience with cold-chain, temperature-monitoring, supply-chain visibility, or regulatory/compliance is highly desirable.

• Familiarity with major account and value-based selling methodologies such as Challenger, SPIN, or Miller Heiman.

• An MBA is a plus.

🏝️ Benefits

• Short-term cash incentives, subject to plan requirements.

• Medical, dental, and vision insurance coverage.

• Wellness incentives available.

• Retirement benefits offered.

• Paid vacation days, up to 15 days.

• Paid sick leave, up to 5 days.

• Paid personal leave, up to 5 days.

• Paid holidays, up to 13 days.

• Birth and adoption leave provided.

• Parental leave available.

• Family and medical leave options.

• Bereavement leave offered.

• Jury duty leave provided.

• Military leave available.

• Option to purchase additional vacation days.

• Short-term and long-term disability coverage.

• Life insurance and accidental death and dismemberment coverage.

• Health Savings Account options.

• Health Care Spending Account available.

• Dependent Care Spending Account offered.

• Tuition assistance provided.