Position Summary
The Senior Account Manager is responsible for driving profitable business growth by developing new customer relationships, expanding existing accounts, and identifying strategic opportunities across markets for cold storage spaces and cold portable container in the pharmaceutical and food industry. Base rate is $95,000-$110,000 plus commission
This position requires a highly driven, consultative sales professional who can build credibility with executive and C-suite decision-makers, understand complex customer needs, and develop tailored business solutions that provide measurable operational, financial, and strategic value.
The Senior Account Manager will manage the full sales lifecycle—from prospecting and qualification through proposal development, negotiation, closing, implementation coordination, and ongoing account management. This individual will serve as a trusted advisor to customers while working closely with internal operations, technical, financial, and leadership teams to ensure solutions are commercially viable and successfully delivered.
Key ResponsibilitiesBusiness Development & Revenue Growth
· Identify, develop, and pursue new business opportunities within assigned markets, territories, and strategic accounts with temperture controlled rooms .
· Conduct market research and analyze industry trends, customer needs, competitive activity, and emerging opportunities to support targeted business development efforts.
· Build and maintain a robust pipeline of qualified opportunities that supports established revenue and growth objectives.
· Proactively prospect for new customers through direct outreach, networking, referrals, industry relationships, marketing-generated leads, and other business development activities.
· Follow up promptly and consistently on leads generated through marketing campaigns, telemarketing activities, referrals, industry events, and other sources.
· Expand relationships with existing customers by identifying additional business needs and opportunities.
· Convert qualified opportunities into contracts, agreements, projects, rentals, and long-term customer relationships.
Consultative Sales & Customer Solutions
· Engage customers to understand their current and future business, financial, operational, infrastructure, and project requirements.
· Develop tailored solutions based on the customer’s objectives, challenges, budget, timeline, and operational requirements.
· Present recommendations, proposals, business cases, and solutions to executive-level stakeholders and other key decision-makers.
· Promote full range of applicable products, services, and solutions based on customer requirements.
Full Sales Cycle Management
· Manage the complete sales process, including prospecting, lead qualification, needs assessment, opportunity development, solution development, proposal preparation, presentations, negotiations, contract coordination, closing, implementation handoff, and ongoing account development.
· Navigate complex buying processes involving multiple stakeholders and decision-makers.
· Work with internal teams to develop accurate scopes, pricing, timelines, and customer commitments.
· Maintain momentum throughout the sales process and proactively address barriers that could delay or prevent closing an opportunity.
Strategic Account & Relationship Management
· Develop and maintain strong, long-term relationships with executives, business owners, owner representatives, purchasing leaders, operational leaders, and other key stakeholders.
· Maintain customer relationships following the sale to support successful implementation, customer satisfaction, retention, and future business opportunities.
Internal Collaboration
· Collaborate closely with Operations, Sales, Technical, Engineering, Finance, Legal, and Leadership teams as appropriate to develop and deliver customer solutions.
· Coordinate with Operations to understand capacity, lead times, project requirements, solution feasibility, and delivery expectations.
· Ensure commitments made during the sales process can be successfully executed by the organization.
· Facilitate an effective transition from sales to implementation and operations following contract execution.
CRM, Forecasting & Sales Performance
· Maintain timely and accurate information within the company CRM system.
· Document customer interactions, opportunities, activities, next steps, proposals, and relevant account information.
· Maintain accurate pipeline reporting and sales forecasts.
· Track progress against established sales goals, revenue targets, and performance objectives.
· Participate in quarterly sales meetings and provide updates regarding pipeline activity, revenue opportunities, strategic accounts, customer activity, market trends, competitive intelligence, risks, barriers, and forecasted sales.
Contract & Commercial Knowledge
· Develop a strong working knowledge of company contracts, commercial terms, credit requirements, pricing practices, and internal approval processes.
· Partner with appropriate internal stakeholders when negotiating contractual or commercial terms.
Industry & Market Presence
· Represent company professionally at customer meetings, industry events, trade associations, conferences, networking functions, and other business development opportunities.
· Develop relationships within targeted industries and markets that increase the company visibility and generate future business opportunities.
· Monitor market developments and communicate relevant trends, competitive activity, and customer intelligence to company leadership.
Qualifications & Professional Experience
The ideal candidate is a highly motivated, commercially focused sales professional with demonstrated success developing executive relationships and selling complex, high-value B2B solutions in the Temperature Controlled Industry in Food and Pharmaceutical.
Required Qualifications
· Bachelor’s degree in Business, Engineering, Construction Management, or a related field preferred; equivalent relevant professional experience may be considered.
· Five to seven or more years of progressive business development, account management, or solution-based B2B sales experience.
· Demonstrated success developing new business and managing complex sales opportunities.
· Experience directly engaging executive and C-suite decision-makers.
· Proven ability to build and maintain long-term strategic customer relationships.
· Experience selling complex solutions, infrastructure projects, capital equipment, rental solutions, project-based services, or comparable B2B offerings.
· Strong business and financial acumen with the ability to communicate ROI, cost savings, operational improvements, and long-term strategic value.
· Demonstrated ability to influence stakeholders and navigate complex purchasing and approval processes.
· Strong negotiation, presentation, communication, and relationship-management skills.
· Strong organizational skills with the ability to independently manage multiple accounts, opportunities, priorities, and deadlines.
· Experience utilizing CRM systems for opportunity management, forecasting, account planning, and reporting.
· Ability to collaborate effectively with operational, technical, financial, legal, sales, and leadership teams.
· Self-motivated, accountable, results-oriented, and comfortable operating in a performance-driven sales environment.
· Ability and willingness to travel based on customer and business requirements, potentially up to 75%.
Key Competencies
· Strategic Business Development
· Consultative Selling
· Executive Relationship Management
· New Customer Acquisition
· Strategic Account Development
· Pipeline Management
· Opportunity Qualification
· Contract Negotiation
· Financial & Commercial Acumen
· Customer Needs Assessment
· Solution-Based Selling
· Revenue Growth
· CRM Management
· Sales Forecasting
· Cross-Functional Collaboration
· Customer Retention
· Market & Competitive Analysis
Performance Expectations
Success in this role will be measured through a combination of:
· New business revenue generated
· Qualified pipeline development
· Sales conversion and close rates
· Achievement of established sales targets
· Strategic account growth
· Forecast accuracy
· Customer retention and satisfaction
· CRM accuracy and activity management
· Development of new market and customer opportunities
· Quality and profitability of business secured
Ideal canidate would have experience in Tempature Controlled Rooms/Units in the Pharmaceutical and Food Industry.
Very competitive commison and bonus structure.
Pay: $95,000.00 - $110,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Disability insurance
- Flexible schedule
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- Experience in Cold Chain Transport
- Experience in selling temperature controlled rooms for pharmaceutical and food storage
Education:
Experience:
- B2B sales: 3 years (Required)
- Business development: 3 years (Required)
Willingness to travel:
Work Location: On the road
