Key Account Manager, Industrial Solutions

Date: Nov 30, 2023

Location: Jupiter, FL, US



The Key Account Manager will establish new and grow existing customers to increase Jenoptik’s market share with Industrial Solutions OEM customers by leveraging company and industry relationships and Jenoptik’s broad technology portfolio. Jenoptik is the leader in the application of photonics. The KAM is responsible for selling high-precision laser technologies, cameras, imaging solutions, optics and optical systems to targeted OEMs.

This individual owns and drives the business development in the Safety & Security, Industrial Automation, Automotive and Mobility strategic market segments. They will become the regional market expert and will be a key contributor in the company’s strategic market planning.


  • Develop Key Accounts to gain market share and grow the Jenoptik market share ahead of the industry’s CAGR.
  • Develop deep and meaningful relationships with C-Level contacts downward and map our customers’ organization.
  • Define and internally communicate a full understanding of the customer’s needs and technical requirements
  • Function as primary point of contact for the customer and support inside sales in resolving issues with customers.
  • Develop, present and negotiate NDAs, master service and/or supply agreements (MSA) with customers
  • Maintain customer relationship management (CRM) and provide relevant market data
  • Active involvement in development and execution of budgets, forecasts, quotes, and contracts for the assigned and markets.


  • Contribute to the development of JENOPTIK’s product and technology roadmap
  • Develop an understanding of market segmentation, application and customer needs, competition, market trends and dynamics to support strategies to target new opportunities and threats
  • Develop the requirements and business cases for new products
  • Drive product line decisions including product changes, resource priorities, obsolescence, etc.
  • Set product line pricing strategy and work with sales team on proposals for larger opportunities
  • Facilitate business development through customer visits and demos, building relationships with customers and key influencers
  • Assist in the development and implementation of marketing plans as needed.
  • Support marketing activities such as tradeshows when required.
  • Coordinate with other JENOPTIK entities with regard to marketing activities (trade shows, advertising, customer visits. etc.)
  • Very regularly conducts on-site customer visits.  Travel 50%.
  • Performs all other duties as assigned


  • Minimum 10 years solutions selling experience
  • Experience selling industrial solutions to tier 1 OEMs including optics, LEDs, diodes, cameras, and related laser technologies.
  • Bachelor’s degree in Engineering or technical discipline preferred
  • Excellent communication skills, both written and verbal.  Ability to prepare and present effective technical product presentations, and communicate professionally in written responses to emails, RFQs, and reports.
  • Team player and works well in complex, cross-functional, global situations
  • Experience selling photonics based products
  • Strategic selling skills for complex sales
  • Self-motivated, self-managing team player
  • Must possess “soft skills”: conflict resolution, negotiation, creative problem solving, and influencing
  • Ability to work with others in a global management matrix structure
  • Experienced with (CRM) Customer contact management software (e.g. SAP-CRM)
  • Knowledge of German language a plus
  • In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.


The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use of hands or fingers to handle, or feel objects, tools or controls and keyboarding; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk and hear.

The employee must occasionally lift and/or move up to 25 pounds.

Nearest Major Market: Palm Beach
Nearest Secondary Market: Miami