Territory Account Manager (SA26)

Territory Account Manager, Factory Automation, Monterrey Mexico

POSITION INFORMATION - Territory Account Manager, Factory Automation, Monterrey- MX

The Territory Account Manager is a key member of the Industrial Automation – Factory Automation Sales team responsible for focusing on channel networks and key customer accounts to drive and grow revenues within the Factory Automation product portfolio. This position will be remote with base in Monterrey.

ROLE MISSION

The Territory Account Manager (TAM) is responsible for driving new business development and expanding existing customer relationships across Datalogic’s Sensor & Safety, Laser Marking, and Traceability product portfolio. The role focuses on identifying and acquiring new accounts, developing strategic customer relationships, and driving revenue growth within an assigned territory and/or customer base, including end users, automation system integrators, and OEMs. In addition, the TAM is responsible for developing, managing, and growing the distribution channel within the assigned territory. The TAM 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

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.

• Identify, recruit, and develop new channel partners where needed to expand market coverage and accelerate new business generation.

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.

• Engage distribution partners in joint customer visits, opportunity development, and solution positioning to increase channel effectiveness.

Job Description

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.

• Develop and execute business plans with key distribution partners, including revenue targets, pipeline development, account penetration, and growth initiatives.

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.

• Coordinate with distribution partners and internal teams to ensure effective opportunity management, technical support, training, and execution of joint growth initiatives.

Channel Development & Management

• Develop, manage, and grow the distribution network within the assigned territory.

• Build strong relationships with key distributors and identify opportunities to increase partner productivity.

• Establish joint business plans, revenue targets, pipeline objectives, and account-development initiatives.

• Drive partner engagement through training, joint customer activities, lead generation, and regular business reviews.

• Monitor channel performance and proactively address coverage gaps and growth 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 an engineering, business or technical discipline preferred or equivalent work experience

Primary Language Fluent English and Spanish; 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 Distribution, 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

Location of position is in Monterrey, MX

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.