Key Account Manager Job at ATS Automation Tooling Systems Inc. (Lewis Center)

Job Description

The Key Account Manager is responsible for driving strategic growth by promoting ATS automation and manufacturing solutions with differentiated value proposition. This role focuses on both landing new accounts in priority markets and expanding relationships within existing key accounts across the US and Canada. The Key Account Manager (KAM) will position ATS as the premier automation and integration partner by identifying new opportunities, aligning solutions with customer needs, and ensuring successful execution. As the primary commercial point of contact, the KAM will contribute to achieving strong market recognition and delivering on quarterly and annual bookings and margin targets through proactive business development, account management, and cross-functional collaboration.

Job Responsibility

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
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

Requirements

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
Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger is a plus
Comfortable using modern sales enablement and productivity technologies
Experience with Microsoft Co-Pilot, Salesforce, and proposal generation tools is an advantage
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

Nice to have

Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger
Experience with Microsoft Co-Pilot, Salesforce, and proposal generation tools

What we offer

Flexible work schedules
Employee events
Free coffee beverages
Employee referral program
Safety shoe programs
Competitive starting salaries
Overtime pay eligibility
Paid vacation
Company paid short- and long-term disability and life insurance
Comprehensive health benefits
401K matching program
Employee Incentive Bonus program
Optional Employee Share Purchase Program
Tuition reimbursement programs
Commitment to promoting from within

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