Key Account BD Sales Manager

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. They are seeking a Key Account BD Sales Manager to own and develop a portfolio of major enterprises while also identifying new business opportunities in grocery and e-commerce sectors. This role involves building relationships with C-suite executives and driving revenue growth through strategic account management and business development.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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 targets, whether in new business or account growth
• Fluent in English plus at least one other language; dual language capability is strongly preferred and will differentiate candidates
• Deep commercial knowledge of large organisations and enterprise buying behaviours in your primary geography
• Strong understanding of operational and logistics 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 scalability)
• Familiarity with how large organisations in these verticals evaluate, procure, and implement capital infrastructure projects
• 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
• 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)