Key account manager-Automation Industry

1. Business Development & Project Acquisition

Proactively develop new clients and maintain relationships with key existing accounts; lead global business development initiatives and drive project acquisition.

Identify and evaluate customer project opportunities, assess alignment between target clients and company capabilities, and manage initial processes including new client evaluation and NDA execution.

Oversee end-to-end management of potential projects, including opportunity assessment, competitive analysis, technical feasibility studies, and resource requests.

Lead pre-sales activities such as solution design, milestone planning, cost analysis, and overall pricing strategy formulation.

Gather critical bidding intelligence (e.g., client budget, competitors, decision-making process) to develop negotiation strategies and lead commercial negotiations.

Drive contract finalization, payment collection, and formal project kick-off.

2. Sales Process & Key Account Management

Own the entire sales cycle—from opportunity identification, needs analysis, and solution design to contract signing—ensuring efficient conversion and achievement of annual sales targets and strategic account growth KPIs.

Serve as the primary technical and commercial interface for key accounts; deeply understand their business objectives, organizational structure, and decision-making processes to build and sustain long-term strategic partnerships.

Deliver integrated technical and commercial solutions tailored to client requirements, ensuring optimal alignment between the company’s automation products/services and customer use cases. Lead product demonstrations, technical discussions, solution presentations, and proposal development.

Chair client-facing technical meetings, solution reviews, and project coordination sessions; promptly produce essential documentation such as meeting minutes, One Point Lessons (OPLs), and technical review reports.

Systematically manage key and major account files, maintaining up-to-date records of client profiles, project status, and pipeline opportunities to enable cross-functional collaboration and information sharing.

3. Market Intelligence & Internal Collaboration

Analyze market, customer, and project data to regularly produce reports on industry trends, competitive landscape, and emerging business opportunities.

Provide timely feedback to internal engineering, product, project, and leadership teams regarding market dynamics and customer needs.

Support strategic decision-making in product roadmap planning, solution enhancement, and go-to-market strategies.