Inbound Opportunity Qualification
Serve as the primary business development contact for assigned inbound opportunities generated through the Kardex website, marketing campaigns, trade shows, referrals, webinars, partner activity, and other demand-generation channels.
Respond quickly and professionally to new inquiries and establish an effective initial engagement with prospective customers.
Conduct structured discovery conversations to understand:
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Customer business objectives
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Current warehouse and fulfillment operations
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Operational pain points and constraints
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Order volumes and growth expectations
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SKU profile and inventory characteristics
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Labor challenges and productivity requirements
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Space or facility limitations
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Existing automation and software environment
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Project timing and business drivers
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Available or anticipated investment
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Decision-making process and key stakeholders
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Competitive solutions being considered
Determine whether opportunities represent a strong potential fit for Kardex Solutions and its portfolio of warehouse automation, software, systems integration, lifecycle services, and related solutions.
Separate immediate sales opportunities from longer-term prospects requiring continued nurturing.
Develop a concise opportunity brief and ensure qualified opportunities are transitioned to the appropriate Sales Manager or Account Executive with sufficient context to continue the sales process effectively.
Assigned Account Development
Own a defined portfolio of target, dormant, developing, and/or existing customer accounts that require proactive business development.
Develop an account-level understanding of:
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Company operations and distribution network
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Warehouse and manufacturing locations
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Current automation environment
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Supply-chain transformation programs
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Labor and capacity challenges
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Existing Kardex installations or relationships
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Potential future automation investments
Create and execute account development plans designed to identify new projects and expand Kardex’s relationships within each organization.
Build relationships beyond a single contact by identifying stakeholders across Operations, Supply Chain, Engineering, IT, Procurement, Finance, and Executive Leadership.
Identify opportunities to expand Kardex relationships across additional facilities, business units, geographies, and solution categories.
Maintain regular, relevant communication with accounts that may not have an immediate project but represent meaningful future potential.
Identify trigger events that may create opportunities, including:
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Existing system performance issues
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Acquisition or organizational change
Develop structured nurturing strategies for prospects whose projects are not yet ready to enter the active sales pipeline.
Maintain meaningful engagement through relevant industry insights, Kardex solutions, case studies, events, system performance discussions, technology updates, and other content aligned with the customer’s operational priorities.
Establish clear next actions and follow-up dates for every active prospect or assigned account.
Continuously reassess opportunity timing, business drivers, stakeholders, and qualification as customer circumstances evolve.
Re-engage dormant opportunities when new business conditions or customer initiatives create