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Job Overview:

The Director, Key Accounts leads the team responsible for TAL's most critical customer relationships. This role is accountable for supporting a high performing Key Accounts team, ensuring each team member deeply understands their customers' business, advocates for them internally, and drives long term mutual growth.

This leader will champion a culture of proactive account management, and ensure TAL is viewed as a trusted, strategic partner, across all assigned accounts. This leader will also be responsible for developing and maintaining executive level relationships for high-impact key accounts, acting as an escalation point for customers as required.

Job Functions:

• Lead the Key Accounts Team:

• Coach and mentor a team of key account professionals who understand the details of customer operations, goals, and constraints—and can translate those into actionable strategies for TAL.

• Develop & Maintain Customer Relationships:

• Personally responsible for developing and maintaining executive level relationships for high-impact key accounts (to be named), acting as an escalation point for customers as required.

• Relationship Management:

• Ensure the team maintains deep, multi-level relationships across assigned accounts, positioning TAL as customers' trusted advisor.

• Drive Growth & Account Strategy:

• Oversee creation and execution of comprehensive account plans, ensuring the team identifies growth opportunities, competitive threats, and long term partnership potential. Account plans must lead to opportunity development and growth for both new projects and lifecycle services.

• Champion Customer Advocacy:

• Ensure the organization proactively escalates customer needs, removes internal roadblocks, and aligns cross-functional teams to deliver exceptional outcomes.

• Elevate TAL Account Management Culture:

• Lead companywide improvements in lifecycle account management, relationship development, and long term customer engagement.

Key Responsibilities:

• Team Leadership & Development
• Establish a team culture centered on customer understanding, proactive engagement, accountability, and continuous relationship building.
• Ensure consistent use of account management best practices—including account planning, relationship mapping, cadence calls, business reviews, internal issue escalation/remediation, and opportunity tracking.

• Ensure TAL is represented at the appropriate executive level for major strategic discussions, escalations, and roadmap planning.

• Account Planning, Governance & Execution

• Ensure Key Account Managers develop robust, data-driven account plans for each key customer.

• Ensure plans reflect:

  • Review plans regularly with team members, senior leadership, and cross-functional partners.
  • Customer insights and business drivers
  • Competitive landscape
  • Threats/opportunities
  • Issues/concerns with TAL
  • Relationship mapping
  • Multi-year growth strategies

• Customer Advocacy & Internal Alignment

• As necessary, assist team:
  • Escalating customer issues appropriately so they are resolved with urgency.
  • Removing obstacles across Engineering, Software, Delivery, Customer Support, Applications, Robotics, and other internal functions to support account needs.
  • Acting as escalation point for customer executive leadership
• Champion the customer within TAL while balancing business objectives, resource constraints, and company strategy.
• Support the team in articulating the value of automation technologies—leveraging deep knowledge of solutions.

Travel Requirements:

• 30% business travel to customer sites (Travel expenses paid by Toyota Automated Logistics)

Required Qualifications and Preferred Skills:

• 12+ years in Key Account Management, Customer Facing Leadership, or Enterprise Sales—preferably within automation, supply chain, logistics, or capital equipment.
• Bachelor's degree in Engineering or Business; MBA preferred but not required.
• Experience leading a team of customer facing professionals.
• Proven ability to influence without authority across large, matrixed organizations.
• Strong executive presence; able to communicate at all levels of a customer's organization.
• Deep understanding of automated material handling, warehouse software, and/or fulfillment technologies.
• Exceptional written, verbal, and presentation skills.
• Strong relationship building skills and high emotional intelligence.
• Demonstrated ability to think strategically while managing complex tactical execution.
• Must be eligible to work in the USA long term without sponsorship.
• Employees must follow all information security policies, protect confidential data, complete required training, and report any suspected security incidents to support our information security controls.

About Toyota Automated Logistics:

Toyota Automated Logistics is your global partner for integrated warehouse automation. Our team combines the talents of Bastian Solutions, Vanderlande's warehousing business and viastore under one brand to deliver scalable systems, intelligent software and life-cycle services.

In addition to exciting work at a growing company, we offer the following benefits:

• Health, Dental, and Vision Insurance
• 401(k) Retirement Plan with a company match
• Vacation / Holiday Pay
• Paid Volunteer time off
• Tuition Reimbursement
• Professional Associations, Conferences and Subscriptions
• Company Meetings & Events

Toyota Automated Logistics does not work with outside recruiting agencies. No solicitation phone calls please.