Key Account BD Sales Manager

Job description

Brief Overview HAI Robotics is one of the world's fastest-growing providers of Autonomous Storage and Retrieval System (ASRS), with 1,500+ projects delivered across 40+ countries. As we accelerate our EMEA expansion, we are building a high-calibre sales team to deepen continent's most strategically important accounts. This role sits within the Key Account team, reporting directly to Key Account Director. It blends discipline account management with a genuine appetite for new business. You will own a number of enterprise whilst simultaneously opening new relationships in grocery, and e-commerce verticals. You will be the primary commercial face of HAI Robotics to some of the largest organisations in your geography, and will expected to operate confidently at C-suit level. Key Responsibilities Key Account Management Own and develop a portfolio of major entereprises in your assigned geography, serving as the primary commercial relationship holder, whilest also opening up new accounts within the territory. Build deep, multi-stakeholder relationship across operations, supply chain, and C-suite functions within each account. Drive revenue growth through expansion, developing long-term account plans aligned to customer roadmaps. Lead business reviews, value reporting sessions, executive engagements to demonstrate ROI and deepen partnership. Business Development & New Logo Acquisition Proactively identify, research, and engage new enterprises in fashion, grocery, and e-commerce sectors. Leverage your existing network and market knowledge to generate qualified pipeline from large organisations with complex warehouse and fulfilment needs. Lead full-cycle sales processes from inital discovery through solution design, proposal, negotiation, and contract closure. Build multi-stakeholder consensus across customer, integrator, and internal teams throughout the sales cycle. Solution-Based Selling Develop a thorough understanding of HAI Robotics ACR/ASRS portfolio, including HaiPick, HAIQ, and HPS series and articulate their value in operational terms. Conduct operational and technical discovery with customers covering and drive demand for Hai Systems Collaborate with solution architects and pre-sales engineers to develop tailored proposals and business cases. Market Intelligence & Collaboration Monitor competitor activity, vertical-specific trends, and regulatory developments across your geography. Feed market intelligence into product, marketing and strategy teams to support localisation and roadmap decisions. Represent HAI Robotics at industry events, trade shows. and customer site visits across EMEA Who are we looking for? Enterprise Sales Track Record Demonstrable experience selling to or managing accounts with large, complex organisations and multinational retailers Proven ability to navigate long, multi-stakeholder sales cycles with procurement involvement and capex approval processes. Track record of exceeding revenue targetsent, whether in new business or account growth. Language & Geography Fluent in English plus at least one other lanaguage; dual language capability is strongly preferred and will differentiate candidates. Deep commercial knowledge of large organisations and enterprise buying behaviours in your primary geography. Vertical Knowledge - Fashion, Grocery or E-commerce Strong understanding of operational and logitstics challenges in at least one of: fashion/apparel (seasonal peaks, SKU proliferation, returns), grocery(ambient/ chilled flows, replenishment velocity, compliance), or e-commerce (UPH,last-mile SLA,peak scalabilibity) Familiarity with how large organisations in these verticales evaluate, procure, and implement capital infrastructure projects Commercial & Interpersonal Skills Comfortable leading C-level conversations and building trusted relationships with senior stakeholders. Structured, data-driven approach to pipeline management, forecasting and account planning. High personal drive and resilience - this is a competitive market with long sales cycles; determination matters. Preferred Skills: Experience in warehouse automation, ASRS,material handling, robotics, or adjacent technology sector (WMS, WCS, conveyor systems). Background in Solution Architecture or technical sales Experience with CRM platforms and sales methodologies (MEDDIC and Blue sheets) Hai-lights A chance to work with an industry-leading technology that is transforming warehouse automation, Professional growth and development opportunities. Attractive bonus scheme. 24 days of holiday entitlement. €0.25 per km commuting allowance. Work laptop and phone.