Key Account Manager

About Dematic

Dematic is a global leader in intelligent automation, intralogistics, and supply chain solutions. We design, build, and support automated systems that optimize warehouse and distribution operations for some of the world's most innovative companies. Our team thrives on solving complex challenges with cutting-edge technology and a customer-first mindset.

Position Overview

We are seeking a highly skilled and emotionally intelligentStrategic Account Managerto lead and grow our relationship withAmazon ARS (Advanced Robotics Solutions). This is afarming-focusedrole, managing a mature, high-value account with large-scale, technically complex projects. The ideal candidate will bring a blend oftechnical acumen,strategic negotiation skills, anddeep relationship management experienceto drive long-term success.

Key Responsibilities

Client Relationship & Strategic Growth

• 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.

Project & Technical Oversight

• 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.

Complex Negotiation & Contract Management

• 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.

Analytical & Strategic Thinking

• 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.

Emotional Intelligence & Situational Leadership

• 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.

• Qualifications

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

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