Job Description

About Carrier:
Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About Sensitech. Inc

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. Our solutions are focused in three key areas: quality and compliance, supply chain security, and logistics performance management. Quality and compliance solutions address temperature-sensitive, complex supply chains focused on delivering the highest quality possible, while our supply chain security solutions help to mitigate risks associated with theft, diversion and chain of custody. Sensitech’s logistics performance solutions deliver origin-to-destination, real-time transparency to any in-transit journey. Sensitech is a part of Carrier, a leading global provider of innovative HVAC, refrigeration, fire, security and building automation technologies.

About the position

Responsible for the development and performance of all sales activities for the Life Science/ Pharma vertical in US/ Canada & EMEA regions. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with the enterprise strategic objectives. Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and Sales Managers.

Key Responsibilities

Duties include, but are not limited to:

• Life Sciences and Pharma Experience – it is desirable that the candidate has experience in account management for Life Sciences Pharma Biotech across services like Infrastructure, Application Development, Digital and Analytics, Cloud
• Develop a business plan and sales strategy for Life Sciences and Pharma that ensures attainment of company sales goals and profitability
• Responsible for the performance and development of the Sales/ Account Managers; Sales Engineers
• Initiate and coordinate the development of action plans to achieve new business leads.
• Client relationship management and business development:
• This role will manage existing client relationships, own existing services and build a diverse portfolio through the opportunity management cycle: Prospect-Evaluate-Propose-Close.
• This account has aggressive growth potential through cross sell and upsell, which the incumbent must drive.
• Ability to understand the Life Sciences industry trends and establish good dialogue with the client stakeholders
• Having sold and enabled solutions around Infrastructure, Cloud, Digital and Analytics and Security will be an added benefit
• Undertake background research on target customers for existing and future product portfolios as well as writing proposals in response to requests from customers
• Analyze market opportunities for Life Sciences and Pharma and create strategies for new lines of business that will drive revenue growth
• Collaborate with all delivery stakeholders involved to ensure fulfilment of all commitments to the client
• Conducts one-on-one review with all Sales Managers to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Sales Managers sales and activity performance.

Basic Qualifications

• Bachelor’s Degree from an accredited college or university in Business Administration or Engineering discipline
• 10+ years of experience in Sales.
• 7+ years of experience in sales, direct customer interface, including relationship-building, contractual negotiations, and resolution of financial and service issues.
• Ability to travel nationally and internationally

Preferred Qualifications

• A thorough understanding of solution sales
• A proven ‘hunter’ background with consultative and solution selling experience, the skills to sell by solving business and technological challenges for prospects and not just features of a technology.
• A demonstrable track record of meeting and exceeding sales quotas.
• Excellent listening skills and ability to persuade using communication that conveys concepts in a creative and powerful way.
• Excellent interpersonal and emotional intelligence skills, excellent presentation skills, digital presentation skills, business writing, and verbal communication skills.
• Demonstrable competency in strategic planning and business development.
• Must be a confident, adaptable self-starter who thrives in an empowered, fast-paced environment. Strong organizational and time management skills. Positive attitude, high energy, drive, and a sense of business urgency.
• Adept at balancing intense short-term pressures with overall long-term goals.
• Previous experience leading and managing a team of Sales/ Account Managers; Sales Engineers
• Master’s Degree from an accredited college or MBA
• Previous experience working in the Life Science and/ or Pharmaceutical Industry
• Familiarity with budgeting and financial statements
• Global Experience

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