Job Description

We are seeking an experienced Key Account Manager to drive business growth within the Robotics & Automation sector. This individual will be responsible for developing and managing strategic customer relationships, expanding business within existing accounts, identifying new opportunities, and leading the commercial process from initial customer engagement through contract execution.

This is a highly collaborative role that partners closely with Engineering, Product Management, Marketing, Project Management, Operations, Finance, and Customer Support to deliver customized automation solutions that meet customer requirements while achieving business objectives.

The ideal candidate combines strong technical sales expertise with the ability to build long-term customer relationships in industrial automation environments.

Location: Greater Boston area (hybrid schedule with one remote day per week)

Travel: Up to 50%

Key Responsibilities

• Develop and manage strategic Key Accounts, building long-term relationships while achieving sales and revenue objectives.
• Identify opportunities to expand business across multiple industries and automation applications.
• Manage the complete sales lifecycle, including customer discovery, RFQ management, solution development, proposal creation, contract negotiation, and order closure.
• Work with customers to understand technical and commercial requirements and translate those needs into clear project specifications for internal engineering and operations teams.
• Partner with Engineering, Product Management, and Marketing to develop technical solutions, value propositions, feasibility studies, and customer presentations.
• Collaborate with Finance and Administration to support pricing strategies, cost analysis, commercial terms, and financial evaluations.
• Negotiate contracts and commercial agreements while meeting profitability and margin objectives.
• Coordinate project handoff to internal teams, ensuring accurate communication of customer requirements and project expectations.
• Support Project Management, Manufacturing, and Customer Service throughout implementation, installation, commissioning, and post-sales support.
• Monitor customer satisfaction and proactively address issues throughout the project lifecycle.
• Maintain accurate sales forecasts, opportunity tracking, quotations, and pipeline activity within CRM systems.
• Analyze market trends, customer needs, competitive activity, and emerging technologies to identify new business opportunities.
• Represent the company at industry events, trade shows, customer demonstrations, and networking activities.

Qualifications

Education

• Bachelor's degree in Engineering, Business, or a related technical discipline preferred.

Experience

• 5–10 years of experience in technical sales, business development, or Key Account Management within Robotics, Industrial Automation, Manufacturing Equipment, or related industrial markets.
• Proven success managing strategic customer relationships and complex technical sales cycles.
• Experience negotiating commercial agreements and managing high-value customer accounts.
• Ability to communicate technical concepts effectively to both engineering and business stakeholders.
• Experience working with sales representatives, distributors, or channel partners is a plus.

Desired Skills

• Strong Key Account Management and relationship-building abilities.
• Excellent negotiation and consultative selling skills.
• Customer-focused mindset with a strong drive for results.
• Ability to interpret customer requirements and develop technical solutions in collaboration with engineering teams.
• Excellent communication and presentation skills.
• Strong analytical and problem-solving abilities.
• Comfortable working within cross-functional teams in a fast-paced environment.
• Highly organized with strong attention to detail and project follow-through.

Technical Competencies

• Sales forecasting and annual account planning
• Proposal development and commercial documentation
• Cost analysis and pricing support
• CRM pipeline management and forecasting
• Customer lifecycle management
• Sales performance metrics and KPI tracking, including:
• Order intake
• Pipeline management
• Win rate / Hit rate
• Gross margin
• Forecast accuracy
• Days Sales Outstanding (DSO)

Software Proficiency

• Microsoft Office Suite (Excel, Word, PowerPoint, Outlook)
• ERP systems (SAP or equivalent)
• CRM platforms (Salesforce or similar)

Preferred Background

Candidates with experience selling complex capital equipment, industrial automation systems, robotics solutions, custom machinery, or engineered manufacturing systems are highly encouraged to apply. Experience working with OEMs, system integrators, or advanced manufacturing organizations is particularly valuable.