Key Account Manager

Key Account Manager

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 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.

• Develop and execute account and customer strategies considering specific needs and objectives that drive growth opportunities and revenue.
• Manage large, high‑profile customer accounts and establish strong relationships with decision makers across the organization.
• Develop and execute a strategy to penetrate new markets and ensure sustainable bookings and margin growth.
• Run regular market assessments and employ trend analytics to develop robust strategies in a fast, transformative environment.
• 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.
• Engage strategic partnership networks within industry to learn latest market trends and competitor strategies.
• Visit customers’ sites as required to support business growth and opportunities.
• Enable Sales and Service teams to exceed bookings targets and performance metrics through application‑focused activities.
• Manage the pipeline daily using CRM.
• Support the CAPEX sales and CAPEX application team with service proposal content.
• Leverage Regional Service Resources to develop 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, events, and training to stay abreast of the latest customer service product developments.
• Ensure 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 and ISO procedures.
• Manage and grow a portfolio of high‑value, strategic accounts across the US and Canada.
• Build executive relationships and drive alignment with customer objectives.
• Expand existing accounts by identifying upselling, cross‑selling, and solution enhancement opportunities.
• Lead structured account planning activities using designated tools.
• Support the development of top‑to‑top executive relationships between ATS leadership and customer decision‑makers.
• Identify, pursue, and close new business opportunities in target industries and under‑penetrated markets.
• Develop and execute market entry strategies.
• Collaborate with marketing and technical teams to position ATS’s value.
• 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 and maintain a disciplined pipeline in CRM.
• Support application engineering and proposal teams in crafting compelling value‑based solutions.
• Champion customer voice internally to influence product and service improvements.
• Stay current on automation industry trends, customer investment strategies, and competitor movements.

• Associate degree in a technical field and 3+ years application/sales experience in a field service or 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…