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ATS Industrial Automation · 1 day ago

Key Account Manager

Lewis Center, OH

Full-time

Hybrid

Senior Level

5+ years exp

ATS Industrial Automation is a leading global company specializing in factory-wide automation solutions. The Key Account Manager will drive strategic growth by managing key accounts, expanding customer relationships, and promoting ATS's automation solutions while ensuring successful execution and achieving bookings and margin targets.

Industrial Automation

Responsibilities

Develop and execute account and customer strategies considering specific needs and objectives that drive growth opportunities revenue in line with long-lasting sustainable growth expectations

Manage large, high-profile customer accounts / key accounts, while establishing strong relationships building with decision makers across the entire organization positioning ATS Industrial Automation as strategic partner to drive profitable sales with a focus on repeat business and ensuring project/program success

Develop and execute a strategy to penetrate new markets

Ensure sustainable bookings and margin growth, landing new customers and expanding existing customers

Run regular market assessments and employs trend analytics to develop robust strategies in a fast, transformative environment (market trends, new business models & opportunities)

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. Employs functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution

Establish and pro-actively engages strategic partnership networks within industry to learn latest market trends and competitor strategies

Visit customers’ sites as required to support the growth of the business and opportunities

Enable Sales and Service teams to exceed bookings targets and other performance metrics (KPI’s) such as Proposal On-Time Delivery and Gross Margins through their application focused activities

Manage the pipeline daily using CRM

Support the CAPEX sales and CAPEX application team with service proposal content that concisely captures the value proposition of purchasing our services with new CAPEX

Leverage Regional Service Resources and their geographic proximity to customers in the development of opportunities when it adds value

Accurately forecast bookings on a monthly and quarterly basis

Keep records of customer interactions and file documents using CRM, ERP, and other available technologies

Attend meetings, applications events, and training to keep abreast of the latest customer service product developments

Ensure that all business activities are performed 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 International Standardization Organization (ISO) Procedures/Forms/ Work Instructions as well as department procedures

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 driving alignment 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

Support the development of top-to-top executive relationships between ATS leadership and customer decision-makers to deepen trust and unlock long-term strategic collaboration

Identify, pursue, and close new business opportunities in target industries and underpenetrated 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

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

Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer

Employs functional and leadership skills to effectively 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

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

Ensure all activities adhere to ATS’s ethical standards, ISO procedures, and health & safety policies

Qualification

B2B salesStrategic account managementValue-based sellingCRM proficiencyMarket entry strategiesSales forecastingProposal developmentCustomer-orientedCommunication skillsCollaboration skills

Required

An associate degree in a technical field and 3+ years application/sales experience in a field service and/or a 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 for results in a target-driven environment

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 underpenetrated markets and expanding wallet share within strategic accounts

Exposure to working with 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

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

Comfortable using modern sales enablement and productivity technologies

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