Enterprise Account Manager

About the role

The Enterprise Account Manager - Food & Beverage, Pharmaceutical is a dynamic and senior sales contributor responsible for developing and closing complex, high-value nitrogen generation opportunities within large food & beverage and pharmaceutical manufacturers and processors across North America.  

This role is designed for a trusted commercial and technical advisor - someone who can engage credibly with:

• Executive leadership
• Engineering and Operations
• Procurement and Finance
• ESG and sustainability stakeholders

You will own the full enterprise sales cycle, from initial engagement through contract close, collaborating internally with marketing, engineering, project management, field services and leadership teams to effectively deliver viable solutions for enterprise clients.  This role combines strategic business insight, technical understanding and relationship-driven execution to expand Purity Gas's footprint in North America's high-value enterprise accounts.

What you'll do

Enterprise Sales & Strategic Account Leadership

• Own and grow portfolio of Top-tier food & beverage and pharmaceutical enterprise accounts
• Develop and execute account-based strategies for multi-site and multi-year opportunities
• Build trusted relationships with executives, engineering, operations, procurement and sustainability leaders 
• Lead and navigate long-cycle sales processes with multiple stakeholders involving RFQs, technical evaluations and capital approvals and executive sign-off
• Leverage an established network in Food & Beverage, Pharmaceutical, Industrial Manufacturing and Capital Equipment
• Identify white-space and expansion opportunities within existing enterprise accounts
• Represent Purity Gas at industry events, conferences, and customer site visits with professionalism and confidence

Technical & Commercial Selling

• Lead complex sales engagements for custom nitrogen generation solutions
• Translate operational and technical requirements into compelling technical-commercial proposals
• Partner with project engineering to scope, quote and position solutions
• Present ROI, risk mitigation, reliability and ESG value to senior decision-makers
• Convey the differentiated value proposition of Purity Gas to key stakeholders 

Salesforce Discipline & Pipeline Management

• Use Salesforce as the system of record for all enterprise opportunities
• Maintain accurate, timely and detailed records including:
• • Lead and contact discovery
  • Account plans and stakeholder maps
  • Opportunity stage progression and close plans
  • Deal size, defining total accessible value, probability and timing
  • RFQ status and technical milestones
• Build and manage a high-quality forecastable pipeline
• Ensure data integrity and forecasting accuracy aligns with sales stages

Internal Collaboration & Leadership

• Partners closely with:
• • VP Sales and Sales team 
  • Engineering, technical field services and project management to align technical, operational and commercial objectives
  • Marketing (account based marketing campaigns, sales collateral, case studies and industry networking)
• Act as a senior voice of customer internally and have a pulse on market trends, competitive developments, and customer challenges within assigned verticals
• Contribute to improving sales process and refining go-to-market discipline

Qualifications

• Post-secondary education in Engineering, Technology, or Business is preferred; equivalent technical experience considered.
• 5 - 7 years of experience in complex B2B or capital equipment sales, ideally within Industrial Manufacturing, Food & Beverage, Pharmaceutical sectors.
• Proven success managing long sales cycles with multiple stakeholders and high-value transactions.
• Strong business and financial acumen, with the ability to develop and communicate ROI, payback, and total cost of ownership models.
• Technical aptitude and the ability to clearly articulate engineered system solutions to both technical and non-technical audiences.
• Excellent communication, presentation, and negotiation skills.
• Proficient in CRM platforms (Salesforce experience considered an asset).
• Willingness to travel frequently across North America.