The posting
Kardex AutoStore is a global leader in high-speed Automatic Storage and Retrieval Systems (ASRS)—boosting storage capacity by up to four times. Trusted worldwide, our cutting-edge technology strengthens Kardex’s portfolio of advanced intralogistics solutions, helping businesses achieve smarter, faster, and more efficient order fulfillment. We are excited to expand our presence in the DACH region.
The Business Development Manager strategically develops the Kardex AutoStore business within the DACH region. This role identifies attractive market segments, applications and target accounts, translating market insights into targeted business-development activities that build a sustainable pipeline of qualified opportunities and support regional growth objectives.
Working autonomously and in close cooperation with local Sales and Marketing teams and the EMEA organization, the BDM builds customer relationships, engages with key decision-makers and develops an understanding of their business challenges, assesses logistics processes and business requirements, and evaluates the strategic, technical and commercial fit of potential opportunities. The role develops preliminary solution concepts and indicative budgets to support opportunity qualification and customers’ initial investment decisions.
Once opportunities are sufficiently qualified, the BDM coordinates a structured handover to the responsible local Sales organization ensuring a clear understanding of customer requirements, commercial potential and proposed next steps, and may continue supporting their development in coordination with Sales. Close cooperation with AutoStore, other Kardex entities and selected business partners, together with regular travel throughout DACH, is essential to the role.
Your tasks
Success in the role comes from candidates that are dedicated to the following:
- Identify market potential and translate insights into clear business-development priorities and a measurable pipeline of qualified opportunities.
- Build trusted relationships with customers, stakeholders and decision-makers, with the ability to engage and influence at different organisational levels.
- Understand customer logistics processes, investment drivers and decision-making criteria and translate these into potential business opportunities and preliminary solution requirements.
- Apply sound commercial and technical judgment when assessing solution fit and deciding which opportunities to pursue, balancing customer needs, feasibility, profitability and strategic value.
- Maintain current market, technology and competitor knowledge and collaborate effectively across the organization, to leverage expertise, share market insights and ensure effective opportunity development and handover.
Your profile
Training and Education
- Degree in Engineering, Logistics, Supply Chain Management, Business Administration or a related field.
- Fluent in German and English; German at native or professional level and English at full professional working proficiency.
Professional Experience
- Relevant experience in Business Development or Solution Sales, preferably in intralogistics or industrial automation.
- Proven track record in developing sales opportunities and projects.
Other Requirements
- Good understanding of logistics and IT processes.
- Ability to work independently and take ownership of the assigned territory.
- Strong communication, presentation and stakeholder-management skills.
Main Accountabilities
- Analyse DACH market trends, customer needs and competitor activities to identify target segments, applications and accounts.
- Develop and execute territory plans aligned with local and EMEA AutoStore business strategies.
- Generate new business opportunities and build a qualified sales pipeline.
- Conduct initial customer meetings, visits and site assessments to understand operational needs and buying processes.
- Develop preliminary AutoStore solution concepts and budgets in collaboration with Solution Design and technical experts.
- Qualify opportunities and coordinate structured handovers to the local Sales teams.
- Collaborate with Sales and Marketing on lead generation, campaigns and customer engagement.
- Represent Kardex at trade fairs, industry events and customer meetings. Regular travel across Germany, Austria and Switzerland is required.
- Maintain relationships with AutoStore, Kardex entities and business partners, contributing to EMEA initiatives.
Leadership and Competencies
- Entrepreneurial, proactive and results-oriented mindset.
- Strong ownership and ability to independently develop new business.
- Analytical skills and sound commercial judgement.
- Customer-focused approach with an emphasis on commercially viable solutions.
- Strong interpersonal skills and ability to influence stakeholders across functions and regions.
- Ability to work independently in an international and remote environment.
Key Performance Indicators (KPIs)
- Development of target markets, applications and key accounts across DACH.
- Achievement of agreed territory development plans.
- Number and value of qualified opportunities generated.
- Qualified pipeline value and coverage against business targets.
- Contribution to AutoStore order intake and booking margin.
- Contribution to local Marketing activities and EMEA strategic initiatives.
