Key Account Manager - New Business (m/f/d)

About KEMARO

KEMARO was founded in 2016 in Switzerland and develops autonomous cleaning robots, cloud software, and artificial intelligence for industrial use. In 2018, the company launched the K900, the world’s first autonomous dry cleaning robot for industrial and logistics areas.

Today, KEMARO employs nearly 60 people at its headquarters in Eschlikon and continues to grow internationally. Our solutions help companies in logistics, production, and industry keep their operational areas clean, safe, and efficient.

We are looking for a Key Account Manager New Business (m/f/d) to acquire major new customers in Europe.

You open doors at companies with high potential and lead complex sales processes from the first contact to closing. Your focus is active new customer acquisition: you build your own pipeline, convince operational and commercial decision-makers, and win customers with potential for multiple robots and locations.

• You identify and prioritise large target customers and develop specific approaches and sales strategies for them.
• You actively acquire new contacts via telephone, personal approach, networks, and events. Additionally, you further develop qualified opportunities from marketing.
• You establish access to relevant stakeholders – from site and operations management to purchasing and executive management – and clarify budget, decision-making process, and timing.
• You translate customer requirements into a convincing solution and a comprehensible business case with savings potential, profitability, and measurable benefits.
• You manage presentations, on-site appointments, demonstrations, and validations together with technical colleagues and agree concrete steps towards a decision with the customer.
• You conduct offer and contract negotiations through to closing and lay the foundation for deployment at additional locations, for example through framework agreements.
• You involve local partners in implementation if necessary and coordinate a clear handover to the responsible teams after closing.

• You have several years of experience in B2B direct sales and have demonstrably won major new customers through your own acquisition efforts.
• You have sold complex, explanation-intensive solutions, ideally in robotics, automation, industry, intralogistics, or a comparable technological environment.
• You proactively approach new customers, find access to decision-makers, and remain consistently focused on the next step even in longer sales processes.
• You can justify investments and negotiate on equal terms with various stakeholders.
• You can structure sales processes involving multiple decision-makers and locations and lead them to closing.
• You work independently, prioritise your opportunities, and use CRM and forecasting as a basis for managing your pipeline.
• You have very good German and English skills, both spoken and written, and can conduct presentations and negotiations at C-level in both languages.
• You enjoy travelling and regularly meet with the team at the Swiss headquarters.

What success looks like

• You build a qualified pipeline of major new customers that largely results from your own active approach.
• You win new customers with relevant revenue potential and gain access to additional locations.
• Your sales opportunities have a robust business case, a clarified decision-making process, and bindingly agreed next steps.
• You achieve your agreed new customer and revenue targets and provide a comprehensible forecast.

• A sales role with direct influence on KEMARO’s growth and responsibility for acquiring major customers.
• Autonomous cleaning robots and software with concrete economic benefits for industrial and logistics companies.
• Remote work with personal customer contact on site and exchange with our team in Switzerland.
• Scope for shaping your target customer strategy and sales pipeline.
• Individual training and development opportunities
• An open corporate culture with flat hierarchies and short decision-making paths
• A motivated, international team
• Regular employee events and a corporate culture based on trust, curiosity, and continuous learning