North American Sales Leader, Sensitech LifeScience

Carrier•CAFLO: Carrier-Home Florida Remote Location, Remote City, FL, 33412 USA, TX

6d•$117,500 - $234,500

About The Position

The North American Sales Leader leads revenue growth, customer expansion, and commercial execution for Sensitech Life Sciences across North America. The role leads a high-performing sales organization focused on value-based solutions combining data, analytics, digital capabilities, and services to address complex supply chain challenges. The position is accountable for revenue targets, strategic customer relationships, and consistent execution in a multi-stakeholder environment, partnering across functions to deliver customer outcomes and improve commercial performance. The position may be located anywhere in the United States close to a major airport. Travel of up to 50% within the United States and Canada may be required.

Requirements

Bachelor's degree.
At least 3 years of commercial experience managing large strategic accounts, complex buying committees, and executive-level engagement.
At least 3 years of experience leading, coaching, and developing sales teams.
At least 1 year of experience selling complex solutions across SaaS, IoT, hardware/software platforms, analytics, or supply chain technology.
Ability to travel up to 50% within the United States and Canada, as required.
Ownership, accountability, urgency, and sound judgment.
Ability to balance strategic vision with operational rigor and revenue discipline.
Ability to build trust through transparency, credibility, and consistent execution.
Ability to create clarity in complex environments and lead with authenticity and resilience.
Ability to maintain high standards while coaching team members to succeed.

Nice To Haves

Master's degree.
At least 5 years of commercial experience leading sales or enterprise sales organizations.
Experience in Life Sciences, healthcare, logistics, cold chain, or regulated supply chain markets.
Experience in SaaS-enabled, recurring revenue, or value-based selling environments.
Strong command of sales process, opportunity management, forecasting, and CRM execution; Salesforce is strongly preferred.
Ability to coach teams on discovery, value creation, negotiation, and close planning.
Proven track record delivering revenue results and leading high-performing teams.
Experience with AI-enabled sales technologies and digital selling tools.
Experience in a global, matrixed organization with influence-based leadership.

Responsibilities

Develop and execute the North America sales strategy in alignment with Sensitech, the Life Sciences vertical, and Carrier objectives.
Own regional revenue performance, pipeline health, forecast accuracy, account coverage, quota planning, and resource allocation.
Lead operating routines for pipeline reviews, forecast calls, deal and account plan reviews, and performance management.
Partner with Finance and Revenue Operations on capacity planning, territory optimization, and commercial performance measurement.
Use data analysis and commercial insights to identify revenue risks, growth opportunities, and expansion priorities.
Champion adoption of AI-enabled sales tools to improve opportunity management, forecasting, and productivity.
Lead consultative, value-based selling across integrated digital, data, SaaS, and service-enabled offerings.
Drive discipline in discovery, value articulation, ROI development, stakeholder mapping, and executive engagement.
Partner with Solutions Consulting, Product, Marketing, and Professional Services to deliver differentiated customer solutions.
Drive retention, expansion, recurring revenue growth, and customer value realization.
Lead account planning for key pharmaceutical, biotech, logistics, and enterprise Life Sciences customers.
Ensure account plans include actionable opportunity strategies, stakeholder maps, and growth objectives.
Support complex enterprise sales motions, including RFP/RFQ processes, contracting, SOW development, pricing, and executive engagement.
Build executive-level relationships in strategic accounts and high-value opportunities.
Communicate market trends, competitive insights, and product feedback to inform strategy.
Lead, coach, and develop Key Account Managers, Inside Sales, and other commercial team members.
Create a culture of accountability, collaboration, and continuous improvement while maintaining high standards.
Coach account strategy and customer engagement through field work with team members and customers.
Clarify priorities, roles, and account ownership to support focused, scalable execution.
Identify talent gaps, succession opportunities, and capability-building priorities with Sales Enablement and HR.
Serve as a visible member of the Sensitech Life Sciences leadership team and provide regional updates, risks, and recommendations.
Collaborate with Finance, Operations, Product, Marketing, Solutions Consulting, Professional Services, and Customer Success to improve sales effectiveness.
Contribute to sales meetings, trade shows, customer events, and leadership reviews.
Build trust, use data, and influence outcomes in a matrixed environment.