Account Manager - Flexible Automation - West Region
KION Group
Flexible Automation Commercial Team Expansion
Dematic is expanding its Flexible Automation commercial team to accelerate growth in scalable warehouse automation, robotics, and software-enabled solutions. This role will focus on helping customers modernize fulfillment, warehousing, and internal logistics through a mix of autonomous and semi-autonomous technologies, digital orchestration, and commercial models that can reduce upfront investment and create recurring operational value. This is a customer-facing commercial role for a seller who is comfortable leading complex enterprise sales conversations, building pipeline, shaping business cases, and working across a matrix of regional sales, solution design, software, engineering, and delivery partners. The role is anchored in Flexible Automation, while also working in partnership with the broader Dematic organization to bring customers the right end-to-end solution.
Tasks and Qualifications
What you'll do:
- Build and grow pipeline for Flexible Automation solutions across new and existing customers.
- Lead complex customer sales cycles from discovery through business case, solution alignment, commercial negotiation, and close.
- Position Dematic's Flexible Automation portfolio, including AMRs, AGVs, robotic cells, pallet shuttle solutions, AutoStore-style solutions, and software-enabled automation.
- Help customers understand commercial models that include recurring software, service, or automation-as-a-service value.
- Develop ROI-driven proposals tied to labor, throughput, storage density, scalability, uptime, and operational flexibility.
- Partner closely with regional account teams, software leaders, solution design, engineering, and implementation teams to shape solutions ensuring flexible technologies integrate smoothly with Dematic's traditional fixed automation infrastructure; and move deals forward.
- Engage operations, supply chain, logistics, IT, finance, and executive stakeholders across customer organizations.
- Identify opportunities that start with Flexible Automation and expand into the broader Dematic portfolio where appropriate.
- Maintain disciplined forecasting, pipeline hygiene, and account planning.
- Target customer environments including 3PL and contract logistics, retail and e-commerce fulfillment, grocery and consumer goods, healthcare and pharma distribution, and industrial and manufacturing logistics.
What we're looking for:
- 5+ years of success in enterprise B2B sales, strategic account selling, or business development.
- Experience selling one or more of the following: warehouse automation, AMRs, AGVs, robotics, goods-to-person systems, WMS, WES, TMS, warehouse orchestration software, supply chain execution software, or related industrial technology.
- Comfort with consultative and value-based selling in multi-stakeholder enterprise environments.
- Experience building business cases and communicating ROI to both operational and financial buyers.
- Ability to navigate both direct selling and team-selling motions.
- Strong executive presence, communication, negotiation, and account planning capabilities.
- Willingness to travel regularly to customer sites and industry events.
Strong-fit backgrounds:
- AMR and robotics OEM sales
- Warehouse automation and intralogistics sales
- Supply chain software sales
- SaaS sales into operations, logistics, warehousing, or manufacturing environments
- WMS, WES, OMS, TMS, or warehouse execution/orchestration sales
- Partner/channel sales in automation ecosystems
Nice to have:
- Experience with subscription, recurring revenue, or equipment/service/software hybrid commercial models
- Familiarity with warehouse operations and distribution-center workflows
- Experience selling into accounts with complex buying committees and long sales cycles
- Prior exposure to AMR fleet software, warehouse orchestration, or automation controls/software integration
Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or take over sponsorship of an employment Visa now or in the future.
KION GroupVacancy posted 4 days ago
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