Strategic Accounts Manager, Life Sciences – Boston, MA

Equans is looking for Strategic Accounts Manager, Life Sciences à Boston!

The Equans Group is a world leader in the energy and services industry. The Group operates in 20 countries and has 90,000 employees on 5 continents.

Equans designs, installs, and delivers customized solutions to improve its customers’ equipment, systems and technical processes and optimize their use in the context of their energy, industrial and digital transitions.

Active in Canada and the United States for more than 30 years, Equans Services is the partner of businesses, industries and institutions that want to move towards more connected buildings, manage their facilities efficiently and decarbonize transportation infrastructure and mobility.

We design, install, and maintain custom solutions to improve our customers’ facilities, systems, and infrastructures.

Our core offerings are focused in the following areas:

• Integrated Asset and Facilities Management
• Operation and maintenance of buildings and equipment
• Energy efficiency solutions and sustainability plan
• Building automation and controls
• Solutions for transportation and mobility

 To learn more, visit www.equansservices.com/en.

Summary

 The Strategic Account Manager – Life Sciences is the commercial owner of one or more large, enterprise pharmaceutical or biotechnology accounts. This individual is accountable for account retention, organic growth, executive client relationships, and long-term strategic positioning of Equans across the client’s portfolio.This is a quota-carrying, high-visibility role requiring a strong combination of commercial acumen, life sciences operational understanding, and strategic relationship management. The Strategic Account Manager serves as the primary interface between the client and Equans, translating client business needs into scalable solutions while ensuring delivery performance supports commercial growth.

Description

 Strategic Client Relationship Management

• Serve as the single point of commercial ownership for assigned life sciences account(s), including global or multi-site pharmaceutical and biotech clients;
• Build and maintain trusted relationships with site-level leaders through executive stakeholders, including Facilities, Engineering, Procurement, Real Estate, Operations, Quality, and EHS;
• Lead executive governance, including Quarterly Business Reviews (QBRs), strategic planning sessions, and steering committees;
• Act as the voice of the client internally, aligning Equans operational, engineering, energy, and support teams to client priorities;
• Proactively escalate and resolve commercial or delivery risks to protect account health and client confidence.

Revenue Growth & Account Expansion

• Own account Commercial P&L growth objectives, including contract renewals, scope expansion, additional site onboarding, and new service adoption;
• Identify, qualify, and close opportunities across:
  • Integrated Facilities Management (bundled & hybrid models);
  • Critical and GMP environments;
  • Engineering and capital projects;
  • Energy, sustainability, and decarbonization solutions;
  • Technical self-perform services (calibration, validation support, reliability, etc.).
• Develop and execute multi-year account growth plans with defined revenue targets and pipeline milestones;
• Lead commercial strategy, proposal development, and negotiations for contract amendments, renewals, and expansions;
• Ensure pricing, risk allocation, and commercial terms align with Equans margin and risk standards.

Strategic Account Planning & Market Intelligence

• Maintain a living strategic account plan, including:
• Client organizational mapping and decision dynamics;
• Competitive landscape and incumbent analysis;
• White-space opportunities across services and geographies;
• 12–36 month qualified pipeline forecast.
• Monitor client business drivers such as pipeline growth, regulatory milestones, manufacturing expansion, M&A, and real estate strategy;
• Coordinate with Equans global account teams to align regional delivery and growth strategy where clients operate across NA, EMEA, and APAC;
• Track account KPIs including revenue, margin, retention, NPS/CSAT, and SLA performance.

Cross-Functional Leadership

• Partner closely with Operations leadership to ensure service excellence supports commercial credibility;
• Collaborate with Engineering, Energy Solutions, and Sustainability teams to deliver differentiated, value-based solutions;
• Work with Finance and Pricing to model opportunities, manage profitability, and support long-term account health;
• Engage Legal and Risk Management on complex contract terms, GMP obligations, liability, and compliance considerations;
• Support Marketing and Sales efforts through case studies, references, and client success stories within Life Sciences.

Requirements

• Is authorized to work in the US; 
• Is qualified to pass a security screening and medical examination;
• Degree in Engineering, Business, Life Sciences, Facilities Management, or related field; MBA or advanced degree preferred;
• 7+ years of experience in strategic account management, business development, or senior client-facing roles within:
• IFM;
• Technical / Engineering Services;
• Life sciences outsourcing or industrial services.
• Demonstrated experience working with pharmaceutical, biotech, or medical device clients in regulated environments;
• Proven success growing large, multi-site accounts and managing complex commercial relationships;
• Experience managing accounts with $10M+ annual revenue and multiple service lines;
• Strong commercial capability: pricing, negotiation, P&L management, and contract strategy;
• Executive-level communication skills and ability to navigate complex, matrixed organizations;
• Willingness to travel up to 30%;
• Existing relationships within large pharma or biotech organizations;
• Experience with energy, sustainability, or decarbonization initiatives in life sciences environments;
• Familiarity with IFM competitors and procurement models (CBRE, JLL, ISS, Sodexo, etc.);
• Experience operating within a global or matrixed organization;
• Professional certifications (CFM, IFMA, PMP, or similar) are a plus.

Skills

• Strategic & Commercial Mindset;
• Executive Presence & Influence;
• Client-Centric Leadership;
• Growth Orientation & Deal Discipline;
• Cross-Functional Collaboration;
• Resilience in Complex Sales Cycles.

What Equans offers you

• Group insurance from your first day of work;
• A group pension plan;
• Paid Statutory Holidays;
• Balance between work and personal life;
• Professional and personal development in a company experiencing strong growth;
• A positive working environment characterized by competence, responsibility and innovation;
• Competitive terms of employment and excellent benefit schemes;
• A diverse workplace regarding gender, age and cultural background. We believe in the importance of diversity and inclusion.

Equal employment opportunity

Equans Services adheres to the principles of employment equity and values diversity and inclusion. We therefore encourage applications from all individuals, including women, Indigenous peoples, persons with disabilities, and individuals of all backgrounds and identities. We are committed to providing a respectful, accessible, and equitable work environment where everyone can thrive and contribute to our collective success.

Comment

Does this challenge interest you? We would like to get to know you and we thank everyone who applies.