Key Account Manager

Home-based position requiring approximately 60% travel.

About the role

The Key Account Manager (KAM) is responsible for driving new business development and expanding existing customer relationships for Datalogic’s Sensor & Safety product portfolio. This role focuses on identifying and acquiring new accounts, developing strategic relationships, and growing revenue within a defined territory and/or customer base, including end users, automation system integrators, and OEMs. The KAM operates in a solution-oriented sales environment, leveraging consultative selling techniques to deliver value-driven industrial automation solutions and achieve or exceed assigned sales targets.

Responsibilities

• Drive revenue growth within assigned territory and/or accounts, consistently meeting or exceeding sales targets, KPIs, and MBOs.
• Own the full sales cycle: prospecting, qualification, solution development, negotiation, and closing.
• Accurately forecast pipeline and ensure timely closure of opportunities to achieve quota.
• Deliver profitable sales growth aligned with company strategic objectives.
• Proactively identify, prospect, and acquire new customers through structured hunting activities.
• Develop new business opportunities via cold calling, networking, and targeted outreach.
• Build a strong pipeline focused on Stationary Industrial Scanners solutions.
• Expand Datalogic’s footprint by penetrating new accounts and increasing share of wallet in existing ones.
• Apply a consultative sales approach to understand customer needs, processes, and business models.
• Conduct effective customer meetings, presentations, and on-site visits in a solution-selling environment.
• Position Datalogic solutions by demonstrating product value and differentiators.
• Develop executive-level relationships with key stakeholders and decision-makers.
• Define, develop, and execute account strategies for assigned customers.
• Continuously analyze customer potential and identify growth opportunities.
• Maintain long-term relationships to ensure customer satisfaction and retention.
• Provide structured feedback to internal stakeholders on market trends and customer needs.
• Collaborate with application engineering teams to deliver tailored solutions, proof of concepts, and system designs.
• Work cross-functionally with internal teams to support customer requirements and close opportunities.
• Ensure alignment with broader sales strategy and organizational goals.
• Maintain accurate and up-to-date records of opportunities, activities, and forecasts in CRM.
• Monitor pipeline health and sales performance metrics.
• Ensure disciplined use of sales processes and tools.

Requirements

• Bachelor’s degree preferably in a business or technical discipline or equivalent work experience.
• Fluent English; written and verbal communication.
• Strong hunting mindset with proven new business development skills.
• Consultative and solution-oriented sales approach.
• Ability to manage complex, strategic sales cycles.
• Excellent communication and relationship-building skills, including executive-level engagement.
• High level of autonomy, ownership, and accountability.
• Strong collaboration and teamwork capabilities.
• Experience in industrial automation, Sensor & Safety product portfolio, or related technologies.
• Proven track record in B2B sales within technical or solution-based environments.
• Familiarity with OEMs, system integrators, and manufacturing environments.
• Experience managing medium-to-large strategic accounts.

About the company

Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in designing and producing barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision, and laser marking systems. With over 50 years of history, Datalogic holds approximately 1,200 patents, operates 11 research and development centers worldwide, and serves thousands of partners and customers across five continents. The company employs approximately 2,900 people globally, with 29 offices and 11 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam, and Australia. Headquartered in Bologna, Italy, Datalogic prioritizes customer needs and invests significantly in research and development.