Job DescriptionThe Sales Account Manager is expected to drive new business development and strategic account growth across life sciences and other regulated or complex manufacturing environments.This is a technical-commercial sales role focused on identifying, qualifying, shaping, and closing opportunities involving custom automation, systems integration, manufacturing technology, engineering services, validation, and lifecycle support.
The ideal candidate is a hunter-oriented sales professional with the technical curiosity and commercial maturity to engage customers before the final solution is fully defined.Success requires the ability to uncover operational pain points, convert those pain points into qualified solution opportunities, coordinate with engineering and delivery teams, justify value, manage scope discipline, and close complex project-based work.
What You Will Sell and Position- Custom/Bespoke automation and systems integration solutions
- Manufacturing and packaging line automation
- Machine vision, AI / deep learning inspection, and quality inspection systems
- Robotics, material handling, and flexible automation
- PLC, process control, SCADA, DCS, and industrial automation systems
- MES, digital manufacturing, data systems, serialization, and track-and-trace solutions
- Digital line clearance and regulated workflow solutions
- Validation, compliance, GxP lifecycle services, and regulated delivery support
- Professional services, managed services, and embedded technical support
- Technical assessments, feasibility studies, front-end engineering, solution design, and project delivery support
Key Responsibilities- Identify, pursue, qualify, and win new business opportunities within life sciences, pharmaceutical, biotech, medical device, CPG, and other regulated or complex manufacturing markets.
- Develop and expand relationships with engineering, operations, manufacturing, packaging, quality, validation, IT / OT, procurement, and site leadership stakeholders.
- Lead consultative discovery to understand customer objectives, manufacturing constraints, process pain points, quality risks, operational bottlenecks, compliance needs, and value drivers.
- Translate customer needs into qualified Catalyx opportunities involving automation, controls, machine vision, robotics, digital manufacturing, validation, professional services, and managed services.
- Partner with pre-sales engineering, solution architects, applications engineers, project management, operations, validation, and delivery teams to develop credible scopes, assumptions, estimates, proposals, and commercial strategies.
- Manage technical and commercial risk during the sales process by aligning assumptions, exclusions, phased approaches, solution maturity, customer responsibilities, and delivery constraints.
- Own the full sales cycle from prospecting, account development, opportunity qualification, discovery, solution shaping, proposal development, pricing, negotiation, and close.
- Position Catalyx value based on operational outcomes, including throughput, labor reduction, quality improvement, compliance, traceability, scrap / rework reduction, downtime reduction, changeover efficiency, OEE, and lifecycle support.
- Build account plans and territory strategies that identify priority accounts, target stakeholders, opportunity whitespace, near-term pursuits, and long-term growth potential.
- Maintain disciplined CRM hygiene, next-step accountability, pipeline qualification, forecast accuracy, and performance reporting aligned with Catalyx commercial expectations.
- Represent Catalyx at customer sites, industry events, technical reviews, and commercial meetings to strengthen market presence and advance strategic opportunities.
Requirements- Minimum 5+ years of successful B2B sales experience in industrial automation, systems integration, engineering services, life sciences manufacturing technology, or a closely related technical field.
- Demonstrated success developing, qualifying, and closing new business in a consultative sales environment.
- Proven experience selling complex, project-based, engineered, or service-led solutions rather than only standalone products, hardware, licenses, components, or catalog offerings.
- Working technical fluency in one or more relevant areas, including PLC / controls, robotics, machine vision, SCADA, DCS, MES, serialization, validation, packaging automation, manufacturing systems, or digital manufacturing.
- Ability to engage both technical and non-technical stakeholders and communicate value in terms of operational, quality, compliance, and business outcomes.
- Experience working with engineering, applications, project management, validation, operations, or delivery teams during opportunity qualification, scope development, proposal creation, and customer alignment.
- Experience navigating multi-stakeholder buying committees and sales cycles involving engineering, operations, quality, manufacturing, packaging, IT / OT, procurement, and site leadership.
- Strong account planning, opportunity qualification, pipeline management, CRM discipline, forecast accuracy, and commercial follow-through.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to operate independently in a territory-based role while collaborating effectively with cross-functional internal teams.
Preferred Experience- Experience selling into pharmaceutical, biotech, medical device, life sciences packaging, CMO / CDMO, GMP / GxP, or other regulated manufacturing environments.
- Experience with mid-six-figure, high-six-figure, or seven-figure technical solution sales.
- Experience selling automation, controls, vision, robotics, MES / SCADA / DCS, validation, digital manufacturing, professional services, or managed services.
- Experience selling work where the final solution required discovery, technical scoping, concept development, risk review, value justification, and cross-functional delivery alignment.
- Existing network of life sciences or regulated manufacturing contacts across engineering, operations, quality, manufacturing, packaging, automation, IT / OT, or site leadership.
- Proficiency with modern CRM platforms; Microsoft Dynamics 365 preferred.
What Strong Performance Looks Like- Builds qualified pipeline instead of only generating activity.
- Engages customers early and helps shape the opportunity before an RFQ is fully defined.
- Speaks credibly about customer operations, manufacturing pain points, technical risk, and value drivers.
- Works with engineering and delivery teams in a disciplined way without overselling or under-scoping.
- Develops account strategy, not only individual transactions.
- Maintains accurate CRM data, realistic forecasts, clear next steps, and disciplined opportunity qualification.
- Closes work that Catalyx can execute profitably and credibly.
BenefitsAt Catalyx we understand that our people are our greatest asset. For this reason and many others, we take care of them. The team in Catalyx benefits from a Total Rewards package. This includes great personal benefits and professional growth opportunities.
