Key Account Manager

KION•Grand Rapids, MI

2d•Hybrid

About The Position

We are seeking a Strategic Account Manager who can navigate complex stakeholder environments and lead our relationship with Amazon’s Advanced Robotics Solutions (ARS) team. This is a farming-focused role, managing a mature, high-value account with large-scale, highly technical projects. The ideal candidate will bring a blend of technical acumen, strategic negotiation skills, and deep relationship management experience to drive long-term success. This is a hybrid position requiring an in office presence 2-3 days per week in our Grand Rapids, MI or Bellevue, WA office.

Requirements

Bachelor’s degree in Engineering, Business, Supply Chain, or related field (MBA or technical master’s preferred).
7+ years of experience in strategic account management, preferably in automation, robotics, or enterprise technology.
Proven success managing large, complex accounts with a focus on long-term growth and customer satisfaction.
Strong technical aptitude and ability to engage with engineering and operations teams.
Exceptional negotiation, communication, and interpersonal skills.

Nice To Haves

Experience working with Amazon or other large enterprise clients is a strong plus.

Responsibilities

Serve as the primary pre-contract liaison between Dematic and Amazon ARS Team, fostering trust, transparency, and long-term partnership.
Develop and execute strategic account plans that align with Amazon’s evolving business needs and Dematic’s growth objectives.
Identify and cultivate opportunities for account expansion, innovation, and continuous improvement.
Lead the pre-contract coordination of large-scale, technically sophisticated automation and robotics projects.
Collaborate with engineering, operations, and product teams to ensure seamless execution and delivery.
Translate complex technical requirements into actionable strategies and deliverables.
Drive high-stakes negotiations involving pricing, schedules, and long-term agreements.
Navigate multi-layered stakeholder environments with diplomacy and strategic foresight.
Ensure all contractual obligations are met by supporting the execution team while maintaining profitability and customer satisfaction.
Monitor account performance metrics, identify trends, and proactively address risks or inefficiencies.
Provide data-driven insights and recommendations to both internal teams and Amazon stakeholders.
Stay ahead of industry trends and Amazon’s strategic direction to anticipate future needs.
Demonstrate exceptional emotional intelligence in managing client dynamics, internal collaboration, and conflict resolution.
Read between the lines in conversations and negotiations to uncover unspoken concerns or opportunities.
Adapt communication and leadership style to suit diverse personalities and high-pressure situations.