Key Account Manager

Fortive

Key Account Manager for industrial automation managing EMEA accounts. Focused on growth through strategic planning and hands-on management in the precision technology sector.

Posted 7/8/2026full-timeRemote • 🇩🇪 GermanySeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in key account management and business development within industrial automation, with a strong focus on building relationships, negotiating contracts, and driving new business acquisition across EMEA markets. Proficient in utilizing CRM tools for pipeline management and forecasting while maintaining a deep understanding of market trends and customer needs.

Highest-signal resume keywords

Key Account ManagementBusiness DevelopmentSales Pipeline GenerationNegotiation SkillsCRM Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentContract NegotiationTechnical FluencyPerformance Metrics AssessmentForecasting Accuracy

Soft Skills

Excellent CommunicationConsultative SellingRelationship BuildingProblem SolvingSelf-Starter Mentality

Tools & Technologies

CRM (Salesforce or Similar)Ralliant Business System (RBS)

Certifications & Qualifications

Master's/Bachelor's Degree in Engineering

Industry Keywords

Industrial AutomationElectromechanical ComponentsMotion ControlPower TransmissionOEM Applications

About the role

Key responsibilities & impact

Cultivate and deepen relationships with key account holders across EMEA, engaging stakeholders and building trust through regular check-ins and proactive value-add
Conduct quarterly strategic reviews with key accounts, assessing performance metrics and co-creating actionable roadmaps with clear objectives and KPIs
Maintain accurate forecasts of strategic accounts and gather direct feedback to keep solutions aligned with evolving customer needs and priorities
Grow distributor relationships across EMEA markets by balancing manufacturer and intermediary commitment through stretch targets, action plans, and incentives
Negotiate contracts and pricing agreements with key customers, ensuring terms are mutually beneficial and consistent with company objectives
Serve as a subject-matter expert in relevant industries, staying current on EMEA market trends, competitors, and regulatory issues across the region's varied jurisdictions
Maintain accurate records of customer interactions, sales activities, and deal information in CRM
Drive new business acquisition across EMEA by identifying, targeting, and converting prospective accounts in industrial automation, motion control, and power transmission segments (focus on introducing Power Components business in EMEA)
Build and execute a country/region-based sales strategy that prioritizes high-potential verticals and maps decision-makers within target OEMs, panel builders, and end users across key EMEA markets
Develop a robust pipeline of qualified opportunities through direct prospecting, channel partner activation, and trade show/industry event engagement, owning the full sales cycle from lead generation through contract close
Work closely with product management and engineering teams to position our solutions against customer application requirements, translating technical specs into business value for prospects
Monitor the competitive landscape and customer trends across EMEA to inform product roadmap and pricing strategy feedback to the broader SPT organization
Travel as needed (likely 40-50%, reflecting the geographic spread of EMEA) to meet prospects, attend trade shows, and support key account development across multiple countries
Identify Gaps in cross BU customer base and conduct joint visits with cross BU sales team
Implement the Ralliant Business System (RBS) tools and methodologies to drive operational excellence and continuous improvement in the sales process
Engage in regular training and upskilling sessions to stay updated on RBS methodologies
Facilitate brainstorming sessions, using RBS principles, to identify bottlenecks and provide innovative solutions

Requirements

What you’ll need

Master's/Bachelor's degree in an Engineering-related discipline required, preferably Electrical, Mechanical, or Electronics Engineering
Proven results achieving and exceeding sales goals and targets
7+ years of sales experience focused on key account management and business development within industrial automation, electromechanical components, or motion control/power transmission products, ideally with direct exposure to power components
Demonstrated track record of hunting and closing new logo business (not just account management), with quantifiable results in pipeline generation and revenue growth
Strong understanding of industrial end markets relevant to SPT's brands: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
Experience selling through a hybrid model of direct OEM relationships and distributor/channel partner networks across multiple EMEA countries; comfort negotiating partner agreements
Technical fluency to engage credibly with engineers and procurement on application-specific requirements (torque, speed, environmental ratings, etc.) without needing to be an engineer
Proven ability to build a sales pipeline from scratch across a multi-country territory, including cold outreach, trade show prospecting, and referral-based growth
CRM proficiency (Salesforce or similar) for pipeline management and forecasting accuracy
Strong consultative/solution-selling skills, with experience navigating long, multi-stakeholder industrial sales cycles
Fluent in English and German required; proficiency in additional European languages (French, Italian, Spanish, etc.) strongly preferred given the multi-country scope
Experience working across diverse EMEA business cultures and regulatory environments
Excellent communication and negotiation skills, comfortable presenting to both technical buyers and executive sponsors
Willingness and ability to travel extensively (>40%) across EMEA, including frequent cross-border travel
Self-starter mentality given this is a growth/hunting role rather than a maintained book of business

Benefits

Comp & perks

We Are an Equal Opportunity Employer