Brazil Key Account Manager - Factory Automation

POSITION INFORMATION The Key Account Manager is a key member of the Industrial Automation – Factory Automation Sales team responsible for focusing on key customer accounts to drive and grow revenues within the Factory Automation Sensor & Safety product portfolio.

Location: Sorocaba, Brazil

ROLE MISSION The Key Account Manager (KAM) is responsible for driving new business development and expanding existing customer relationships for Datalogic’s Sensor & Safety, Laser Marking and Traceability 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.

KEY RESPONSIBILITIES Sales & Revenue Generation

• 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

Business Development & Hunting

• 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

Customer Engagement & Solution Selling

• 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

Account Management & Strategy

• 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

Collaboration & Internal Alignment

• 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

Sales Operations & CRM

• 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

Qualifications

QUALIFICATIONS/REQUIREMENTS

Education (School/Specialization): Bachelor’s degree, preferably in engineering, business or a technical discipline preferred or equivalent work experience Primary Language: Portuguese; Fluent English; written and verbal communication

Experience/Skills:

• 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, Laser Marking, traceability 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

• This position is home based and require travel approximately 60% of the time

COMPANY BACKGROUND Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.

Datalogic can boast over 50 years of history, during which it has achieved unique results: approximately 1.200 patents in multiple jurisdictions; 10 research centers and development (in Italy, USA, China and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future. Today, Datalogic Group has approximately 2.800 employees worldwide, distributed in 27 countries, with 9 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia. The Group is headquartered in Bologna, Italy.