ATS Industrial Automation
Key Account Manager
ATS Industrial Automation is seeking an experienced Key Account Manager to drive strategic growth by promoting our automation and manufacturing solutions across the US and Canada.
Major Duties Lead new account acquisition and expand relationships within existing key accounts by identifying opportunities, aligning solutions, and ensuring successful execution.
Specific Responsibilities
Develop and execute account and customer strategies that drive growth and align with customer objectives.
Manage large, high‑profile customer accounts, building strong relationships with decision‑makers across the entire organization and positioning ATS as a strategic partner.
Execute a strategy to penetrate new markets.
Ensure sustainable bookings and margin growth by landing new customers and expanding existing ones.
Run regular market assessments and use trend analytics to develop robust strategies in a fast, transformative environment.
Assist other account owners as needed.
Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer, coordinating cross‑functional teams.
Proactively engage strategic partnership networks within the industry to learn latest market trends and competitor strategies.
Visit customer sites as required to support business growth and opportunities.
Enable Sales and Service teams to exceed booking targets and performance metrics such as proposal on‑time delivery and gross margins.
Manage the pipeline daily using CRM.
Provide CAPEX sales support with service proposal content that captures the value proposition of purchasing our services with new CAPEX.
Leverage regional service resources and geographic proximity to customers in opportunity development.
Accurately forecast bookings on a monthly and quarterly basis.
Maintain records of customer interactions and file documents using CRM, ERP, and other available technologies.
Attend meetings, events, and training to stay abreast of the latest product developments.
Perform all business activities with the highest ethical standards and in compliance with the ATS Code of Business Conduct.
Adhere to all health and safety rules and procedures.
Adhere to all ISO procedures, forms, work instructions, and departmental procedures.
Strategic Account Development & Expansion
Manage and grow a portfolio of high‑value, strategic accounts across the US and Canada.
Serve as the primary commercial lead, building strong executive relationships and aligning with customer objectives.
Expand existing accounts by identifying upselling, cross‑selling, and solution enhancement opportunities.
Lead structured account planning activities using designated tools to define strategy, stakeholder mapping, growth levers, and execution roadmaps for each account.
New Business Acquisition
Identify, pursue, and close new business opportunities in target industries and under‑penetrated markets.
Develop and execute market entry strategies to land new accounts and open doors in strategic verticals.
Collaborate with marketing and technical teams to position ATS’s value in emerging market opportunities.
Commercial Execution & Forecasting
Lead the end‑to‑end sales process: discovery, value articulation, proposal development, negotiation, and closing.
Apply value‑selling principles to align technical offerings with customers’ business outcomes and ROI.
Deliver accurate monthly and quarterly forecasts; maintain a disciplined and up‑to‑date pipeline in CRM (e.g., Salesforce).
Support application engineering and proposal teams in crafting compelling value‑based solutions for both new and existing customers.
Internal Collaboration & Customer Success
Establish collaborative relationships with internal stakeholders to develop the best solution for a customer.
Coordinate cross‑functional teams to ensure successful account execution.
Leverage regional resources to support account engagement and responsiveness.
Champion customer voice internally to influence product and service improvements.
Market & Industry Engagement
Stay current on automation industry trends, customer investment strategies, and competitor movements.
Represent ATS at key industry events, customer meetings, and technical discussions to strengthen market presence.
Compliance & Standards
Ensure all activities adhere to ATS’s ethical standards, ISO procedures, and health & safety policies.
Qualifications Education
An associate degree in a technical field and 3+ years of application/sales experience in a field service and/or design engineer environment within the automation industry.
Experience with business applications such as CRM and pipeline management.
Goal‑oriented, with experience exceeding quotas and driving results in a target‑driven environment.
Experience
5+ years of progressive experience in B2B sales, strategic account management, or business development within the industrial automation, capital equipment, or advanced manufacturing sectors.
Demonstrated success in managing multi‑site or global key accounts, delivering consistent revenue growth and strong customer retention.
Proven ability to navigate complex sales cycles involving cross‑functional teams, technical evaluations, and executive‑level engagement.
Experience landing net‑new business in under‑penetrated markets and expanding wallet share within strategic accounts.
Exposure to enterprise tools and CRM systems (e.g., Salesforce) in a structured pipeline and account planning environment.
Familiarity with global or multi‑regional customer engagements, preferably across the US and Canada.
Required Skills
Proven success in managing and expanding strategic customer accounts, especially in complex industrial environments.
Strong understanding and hands‑on application of value‑based selling methodologies—ability to link technical solutions to customer ROI, risk mitigation, and operational KPIs.
Experience using account planning tools to define and execute customer engagement strategies.
Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger is a plus.
Comfortable using modern sales enablement and productivity technologies.
Experience with Microsoft Co‑Pilot, Salesforce, and proposal generation tools is an advantage.
Excellent verbal and written communication skills; strong executive presence and presentation ability.
Highly collaborative, customer‑oriented, and self‑driven to deliver outcomes in a fast‑paced, cross‑functional environment.
Company Benefits
We VALUE our People: We continuously work to develop, engage, empower, and energize our team.
We’ve got GREAT Work Perks: Flexible schedules, employee events, free coffee, referral program, and safety shoe program.
Competitive Total Rewards: Starting salaries, overtime eligibility, paid vacation, comprehensive benefits, 401(k) matching, incentive bonus, and optional share purchase program.
Internal Growth & Development: Tuition reimbursement and a commitment to promoting from within.
Location: Lewis Center, OH (positions also open in other locations.)
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Major Duties Lead new account acquisition and expand relationships within existing key accounts by identifying opportunities, aligning solutions, and ensuring successful execution.
Specific Responsibilities
Develop and execute account and customer strategies that drive growth and align with customer objectives.
Manage large, high‑profile customer accounts, building strong relationships with decision‑makers across the entire organization and positioning ATS as a strategic partner.
Execute a strategy to penetrate new markets.
Ensure sustainable bookings and margin growth by landing new customers and expanding existing ones.
Run regular market assessments and use trend analytics to develop robust strategies in a fast, transformative environment.
Assist other account owners as needed.
Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer, coordinating cross‑functional teams.
Proactively engage strategic partnership networks within the industry to learn latest market trends and competitor strategies.
Visit customer sites as required to support business growth and opportunities.
Enable Sales and Service teams to exceed booking targets and performance metrics such as proposal on‑time delivery and gross margins.
Manage the pipeline daily using CRM.
Provide CAPEX sales support with service proposal content that captures the value proposition of purchasing our services with new CAPEX.
Leverage regional service resources and geographic proximity to customers in opportunity development.
Accurately forecast bookings on a monthly and quarterly basis.
Maintain records of customer interactions and file documents using CRM, ERP, and other available technologies.
Attend meetings, events, and training to stay abreast of the latest product developments.
Perform all business activities with the highest ethical standards and in compliance with the ATS Code of Business Conduct.
Adhere to all health and safety rules and procedures.
Adhere to all ISO procedures, forms, work instructions, and departmental procedures.
Strategic Account Development & Expansion
Manage and grow a portfolio of high‑value, strategic accounts across the US and Canada.
Serve as the primary commercial lead, building strong executive relationships and aligning with customer objectives.
Expand existing accounts by identifying upselling, cross‑selling, and solution enhancement opportunities.
Lead structured account planning activities using designated tools to define strategy, stakeholder mapping, growth levers, and execution roadmaps for each account.
New Business Acquisition
Identify, pursue, and close new business opportunities in target industries and under‑penetrated markets.
Develop and execute market entry strategies to land new accounts and open doors in strategic verticals.
Collaborate with marketing and technical teams to position ATS’s value in emerging market opportunities.
Commercial Execution & Forecasting
Lead the end‑to‑end sales process: discovery, value articulation, proposal development, negotiation, and closing.
Apply value‑selling principles to align technical offerings with customers’ business outcomes and ROI.
Deliver accurate monthly and quarterly forecasts; maintain a disciplined and up‑to‑date pipeline in CRM (e.g., Salesforce).
Support application engineering and proposal teams in crafting compelling value‑based solutions for both new and existing customers.
Internal Collaboration & Customer Success
Establish collaborative relationships with internal stakeholders to develop the best solution for a customer.
Coordinate cross‑functional teams to ensure successful account execution.
Leverage regional resources to support account engagement and responsiveness.
Champion customer voice internally to influence product and service improvements.
Market & Industry Engagement
Stay current on automation industry trends, customer investment strategies, and competitor movements.
Represent ATS at key industry events, customer meetings, and technical discussions to strengthen market presence.
Compliance & Standards
Ensure all activities adhere to ATS’s ethical standards, ISO procedures, and health & safety policies.
Qualifications Education
An associate degree in a technical field and 3+ years of application/sales experience in a field service and/or design engineer environment within the automation industry.
Experience with business applications such as CRM and pipeline management.
Goal‑oriented, with experience exceeding quotas and driving results in a target‑driven environment.
Experience
5+ years of progressive experience in B2B sales, strategic account management, or business development within the industrial automation, capital equipment, or advanced manufacturing sectors.
Demonstrated success in managing multi‑site or global key accounts, delivering consistent revenue growth and strong customer retention.
Proven ability to navigate complex sales cycles involving cross‑functional teams, technical evaluations, and executive‑level engagement.
Experience landing net‑new business in under‑penetrated markets and expanding wallet share within strategic accounts.
Exposure to enterprise tools and CRM systems (e.g., Salesforce) in a structured pipeline and account planning environment.
Familiarity with global or multi‑regional customer engagements, preferably across the US and Canada.
Required Skills
Proven success in managing and expanding strategic customer accounts, especially in complex industrial environments.
Strong understanding and hands‑on application of value‑based selling methodologies—ability to link technical solutions to customer ROI, risk mitigation, and operational KPIs.
Experience using account planning tools to define and execute customer engagement strategies.
Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger is a plus.
Comfortable using modern sales enablement and productivity technologies.
Experience with Microsoft Co‑Pilot, Salesforce, and proposal generation tools is an advantage.
Excellent verbal and written communication skills; strong executive presence and presentation ability.
Highly collaborative, customer‑oriented, and self‑driven to deliver outcomes in a fast‑paced, cross‑functional environment.
Company Benefits
We VALUE our People: We continuously work to develop, engage, empower, and energize our team.
We’ve got GREAT Work Perks: Flexible schedules, employee events, free coffee, referral program, and safety shoe program.
Competitive Total Rewards: Starting salaries, overtime eligibility, paid vacation, comprehensive benefits, 401(k) matching, incentive bonus, and optional share purchase program.
Internal Growth & Development: Tuition reimbursement and a commitment to promoting from within.
Location: Lewis Center, OH (positions also open in other locations.)
#J-18808-Ljbffr