Director Key Accounts - Americas

Kardex•Wexford, MO

17h

About The Position

The Senior Director of Key Accounts is responsible for developing and executing the strategic growth plan for the company’s largest and most complex customers within the Automated Storage & Retrieval Systems (ASRS) sector. This leader will drive enterprise-level account strategy, revenue expansion, executive engagement, and long-term partnership development across strategic verticals such as e-commerce, 3PL, manufacturing, retail, food & beverage, and healthcare. This role requires a high-level of understanding and experience in material handling automation, intralogistics, warehouse execution systems (WES), warehouse management systems (WMS), robotics integration, and complex capital equipment sales cycles. Your tasks Key Responsibilities Strategic Account Leadership Develop and execute multi-year strategic account plans for top-tier enterprise customers. Serve as executive sponsor and primary escalation point for key accounts. Build C-suite relationships across customer organizations. Identify expansion opportunities across automation, software, lifecycle services, and retrofits. Revenue Growth & Business Development Drive profitable revenue growth within assigned strategic accounts. Lead complex, multi-million-dollar ASRS pursuits including solution conceptualization, pricing strategy, and contract negotiation. Collaborate with engineering and solutions teams to design scalable automation solutions. Cross-Functional Leadership Partner with Operations, Engineering, Project Management, and Customer Support to ensure successful project delivery and customer satisfaction. Lead internal pursuit teams for RFPs and strategic proposals. Coordinate with marketing on industry events and thought leadership within automation markets. Customer Experience & Retention Maintain executive-level cadence with key accounts. Monitor project performance, KPIs, and long-term system optimization. Drive lifecycle service agreements and modernization strategies.. Market & Industry Expertise Stay current on automation trends, robotics innovation, supply chain digitization, and competitive landscape. Provide voice-of-customer insight into product roadmap and innovation strategy.

Requirements

8+ years of experience in material handling automation, ASRS, intralogistics, or warehouse automation solutions.
3+ years managing enterprise or global key accounts.
Proven success selling complex capital equipment or engineered-to-order automation systems.
Demonstrated ability to close multi-million-dollar contracts with long sales cycles (9–24+ months).
Strong executive presence and negotiation skills.
Experience leading cross-functional teams in matrix organizations.

Nice To Haves

Bachelor’s degree in Engineering, Supply Chain, Business, or related field (MBA preferred).
Experience with WMS/WES integration projects.
Background in robotics, shuttle systems, mini-load, pallet ASRS, or high-density storage systems.
Familiarity with verticals such as e-commerce fulfillment, grocery distribution, or manufacturing automation, warehousing, etc.

Responsibilities

Develop and execute multi-year strategic account plans for top-tier enterprise customers.
Serve as executive sponsor and primary escalation point for key accounts.
Build C-suite relationships across customer organizations.
Identify expansion opportunities across automation, software, lifecycle services, and retrofits.
Drive profitable revenue growth within assigned strategic accounts.
Lead complex, multi-million-dollar ASRS pursuits including solution conceptualization, pricing strategy, and contract negotiation.
Collaborate with engineering and solutions teams to design scalable automation solutions.
Partner with Operations, Engineering, Project Management, and Customer Support to ensure successful project delivery and customer satisfaction.
Lead internal pursuit teams for RFPs and strategic proposals.
Coordinate with marketing on industry events and thought leadership within automation markets.
Maintain executive-level cadence with key accounts.
Monitor project performance, KPIs, and long-term system optimization.
Drive lifecycle service agreements and modernization strategies.
Stay current on automation trends, robotics innovation, supply chain digitization, and competitive landscape.
Provide voice-of-customer insight into product roadmap and innovation strategy.