Key Account BD 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. 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 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

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)