Sales Specialist

Company Overview:

KUKA (Swisslog), a global leader in warehouse automation and part of the KUKA Group, delivers intelligent robotic and data-driven solutions for intralogistics. With a portfolio including AutoStore, PowerStore, Vectura, SynQ WMS, and AMRs, Swisslog empowers businesses to transform their supply chains with scalable, high-ROI automation.

Role Objective:

Drive aggressive sales growth of Swisslog’s automation solutions across FMCG, Electronics, E-commerce, 3PL, and Automotive sectors in India through both direct and indirect sales channels.

Key Responsibilities:

Sales Execution & Growth:

- Own and exceed aggressive sales targets across Pan-India.

- Own full sales cycle from prospecting → solution design (with Presales) → commercial close → handover to Delivery.

- Identify, qualify, and close high-value automation projects (₹50–500 crore range).

-Proven track record closing enterprise deals (₹300 Cr+), with references and closed contracts.

- Deep network across 3PLs, e-commerce/retail supply chain heads, cold chain operators, and large manufacturers in India.

- Strong consultative & ROI selling: able to build business cases, model TCO/ROI, and present total cost / payback to CFO/COO/CIO.

- Experience with tendering, RFPs, and contracting for industrial projects; familiarity with commercial terms and milestone-based contracts.

- CRM discipline (Salesforce or equivalent), excellent pipeline hygiene & forecasting.

- Develop and execute territory-wise go-to-market strategies.

Nice to have

- Prior experience or contacts with Swisslog portfolio type solutions (SynQ, ASRS, AutoStore-like goods-to-person systems, palletizing, AMRs) or work with international automation OEMs.

- Experience in project finance, leasing models, or solution CAPEX/OPEX structuring (e.g., rental/managed services).

- Exposure to India government schemes, industrial parks, or SEZ logistics projects.

Industry-Focused Selling:

- Deeply understand operational pain points and automation needs in:

- FMCG: High-throughput, SKU-intensive environments.

- Electronics: Precision handling and inventory accuracy.

- E-commerce: Speed, scalability, and last-mile efficiency.

- 3PL: Flexible, multi-client automation models.

- Automotive: Just-in-time and sequencing solutions.

Channel & Partner Development:

- Build and manage relationships with system integrators, consultants, and logistics solution providers.

- Enable indirect sales through partner training, joint pitches, and co-branded proposals.

Solution Selling:

- Position Swisslog’s modular solutions (AutoStore, PowerStore, Vectura, SynQ, AMRs) based on client KPIs and ROI.

- Collaborate with pre-sales and engineering teams to deliver tailored automation proposals.

Market Intelligence & Competitive Strategy:

- Track competitor activities and proactively position Swisslog’s differentiators.

- Provide feedback to global product teams on India-specific needs and trends.

Candidate Profile:

- Experience: 10+ years in B2B sales of automation, robotics, industrial solutions, or supply chain tech, Experience in warehouse automation, ASRS, Autostore is preferrable.

- Sales Style: Hunter mindset with experience in both direct and indirect sales.

- Skills: Strong consultative selling, stakeholder management, and negotiation skills.

- Education: Engineering or business degree; MBA preferred.

- Mobility: Willingness to travel extensively across India.