Key Account Manager Factory Automation

Datalogic; Indiana (PA); On-site; USD 85,000 - 130,000; Full time

Job summary

Datalogic is seeking a Key Account Manager to drive revenue in the Factory Automation Stationary Industrial Scanners segment across the defined territory in the United States. The role focuses on hunting new accounts, expanding the customer base, and meeting quota through consultative, solution-based selling.

The KAM will manage end-to-end sales processes, forecast opportunities, and work closely with engineering and CRM tools.

Qualifications

• Bachelor's degree or equivalent work experience in business or technical discipline.
• 3+ years of sales experience in barcode reading or factory automation.
• Proven track record in solutions sales.

Responsibilities

• Generate revenue within assigned territory and meet annnual targets and KPIs.
• Forecast and close opportunities to achieve quota.
• Hunt for new accounts and develop relationships.
• Demonstrate products using the Datalogic sales process to win strategic opportunities.
• Use consultative sales to find the right solutions for customers.
• Proactively prospect to set meetings and grow the Stationary Industrial Scanners business.
• Conduct customer visits in a solution sales environment.
• Collaborate with team to close and support customers.
• Coordinate with applications engineering for proofs of concepts and solutions.
• Maintain and update CRM.
• Achieve targets for profitable sales volume and strategic objectives.
• Own account strategy and communicate status on each account.
• Establish executive relationships and understand customer processes.

Skills

Sales in barcode reading/scanning

Factory automation experience

Solutions sales

MS Windows & CRM software

Travel 60%

Education

Bachelor's degree in business or technical discipline or equivalent

Job description

The Key Account Manager is a key member of the Industrial Automation – Factory Automation Sales team responsible for focusing on key customer accounts to drive and grow revenues within the Factory Automation Stationary Industrial Scanners market.

ROLE MISSION

The Datalogic Key Account Manager (KAM) is responsible for hunting new accounts and contacts and to establish and grow Datalogic’s industrial automation Stationary Industrial Scanners product portfolio. This is a sales role for a defined territory and/or set of defined customers consisting of end users, automation machine builders and OEM’s. The KAM is responsible for meeting a defined quota at assigned or newly found accounts and expanding Datalogic’s base of business within their territory.

KEY RESPONSIBILITIES

• Generate revenue within assigned territory and/or assigned accounts. Meet and exceed annual sales targets, KPIs, and MBOs
• Properly forecast and close opportunities with customers to achieve quota
• Strong hunting skills with the ability to prospect, cold call and develop new accounts.
• Utilize the Datalogic sales process to effectively demonstrate products to customers while utilizing sales skills to win large strategic opportunities
• Utilize consultative sales approach for find the correct solution for customers
• Key focus on proactive prospecting to set customer meetings and develop new customers for the Stationary Industrial Scanners product line
• Effectively conduct customer visits in a solution sales environment
• Collaborate with team to close and support customer base
• Coordinate with applications engineering team to provide proof of concepts and system solutions
• Maintain and continuously update CRM
• Achieve assigned targets for profitable sales volume and strategic objectives
• Develops and owns the account strategy within the assigned accounts and communicates back to Datalogic appropriately on an account‑by‑account basis
• Establishes executive level relationships with the customer base and understands customer processes and business model fully

QUALIFICATIONS/REQUIREMENTS

Bachelor’s degree preferably in a business or technical discipline preferred or equivalent work experience

Primary Language

Fluent English; written and verbal communication

Experience/Skills

• Proven track record of sales in barcode reading/scanning, factory automation or similar industry preferred (3+ years)
• Proven record in solutions sales.
• PC literacy with a working knowledge of MS Windows & CRM software
• This position is home based and require travel approximately 60% of the time

OTHER INFORMATION & SPECIFIC SKILLS

• RESULTS ORIENTATION: Demonstrated ability to establish priorities, meet objectives, and deliver measurable results.
• CUSTOMER FOCUS: Demonstrated ability to understand customer needs and provide effective solutions to internal and external customers.
• COLLABORATION & COMMUNICATION: Strong communication and interpersonal skills, with the ability to listen actively, seek input, communicate clearly, build trust, and work effectively with individuals and teams across the organization.
• LEADERSHIP & ACCOUNTABILITY: Ability to take ownership of responsibilities, make sound decisions, influence others, and work effectively with an appropriate level of independence.
• ADAPTABILITY: Ability to work effectively in a changing environment, manage competing priorities, and adjust to new business needs.
• SENSE OF URGENCY: Proactive approach to identifying issues and opportunities, prioritizing appropriately, and taking timely action.

COMPANY BACKGROUND

Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.

Datalogic can boast over 50 years of history, during which it has achieved unique results: approximately 1.200 patents in multiple jurisdictions; 10 research centers and development (in Italy, USA, China and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future.

Today, Datalogic Group has approximately 2.800 employees worldwide, distributed in 27 countries, with 9 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia.

The Group is headquartered in Bologna, Italy.

EQUAL OPPORTUNITY EMPLOYER:

Datalogic USA, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, genetic information, or any other characteristic protected by federal, state, or local laws.