Key Skills

Job Description

Are you an experienced commercial professional with a strong technical understanding of Sortation Solutions? As a Senior Account Manager at FORTNA, you will be fully focused on our Sortation business, developing opportunities and building long-term relationships with customers across Europe. You will sell complex sortation solutions designed for high-volume operations such as parcel and postal hubs, retail and B2B distribution, cross-docking, reverse logistics, 3PL and e-commerce fulfillment. Our solutions combine sortation and conveyor technologies, engineering, software and controls to help customers improve throughput, accuracy, efficiency and scalability. Explore FORTNA’s Sortation solutions at www.fortna.com/solutions/sortation/ This role combines new business development and strategic account management, with approximately 75% of the focus on hunting for new business and 25% on growing and developing existing customer relationships. We are looking for someone who enjoys opening doors and creating new opportunities while also developing existing customer relationships and identifying opportunities for further growth. A strong technical understanding is important for this role. You should be comfortable discussing customer operations, automation requirements and material-handling solutions, and working closely with FORTNA’s technical teams to develop the right solution. Key Responsibilities Identify and assess market opportunities to drive growth within FORTNA’s Sortation business. Spend approximately 50% of your focus on developing new customers and opportunities and 50% on growing and strengthening existing accounts. Develop and implement strategic business propositions together with FORTNA’s technical and solution teams. Build and maintain strong relationships with internal and external stakeholders, acting as a trusted advisor to customers. Understand customers’ operational and long-term needs and develop collaborative solutions that address their challenges. Set ambitious but achievable commercial targets and take ownership of delivering against them. Identify opportunities to improve commercial approaches, processes and ways of working. Participate in relevant industry networks and use your connections to identify new opportunities and strengthen FORTNA’s market presence. What Do You Need to Be Successful in This Role? Extensive knowledge of commercial concepts, principles and sales processes. Strong technical knowledge or experience in sortation or a closely related area such as material handling, intralogistics or warehouse automation. Hands-on commercial experience with sortation systems or closely related sortation solutions is highly important for this role. Experience selling complex B2B solutions involving multiple technical, operational and commercial stakeholders. Strong networking skills, with the ability to leverage relationships for business advantage. Experience developing new business as well as growing long-term customer accounts. A commitment to setting and achieving challenging performance targets. The ability to understand customers’ long-term operational challenges and develop collaborative solutions. Confidence working closely with technical teams and discussing complex automation solutions with customers. How We Work: We typically work three days per week from the office, with the team coming together on Mondays and Wednesdays. Being close to our customers is essential, so the working pattern remains flexible and balanced with customer meetings and site visits. The role involves regular travel across Europe, typically 1–2 international trips per month. Apply now and discover where your career with FORTNA could take you!

Core Responsibilities

The role focuses on driving growth for the Sortation business through a mix of new business acquisition and strategic account management across Europe. Key duties include developing business propositions and collaborating with technical teams to deliver complex automation solutions.

Requirements

Candidates need extensive commercial sales experience and strong technical knowledge of sortation or material handling systems. Proven ability to manage complex B2B sales cycles and build long-term customer relationships is essential.