Business Development Manager

Location: Remote. You must be based within the coverage region, with regular presence at our Demo & Experience Centre in BelgiumCoverage: Benelux, France, United Kingdom & Ireland, Iberia, Italy | Travel: ~50% | Reports to: VP Overseas BusinessThe roleWestern Europe is the most automated and most contested warehouse market in the world. Most of our competitors are headquartered here and buyers know them well. That is the job: to make the case for a system that is genuinely different on storage density and cost per pallet position, in front of people who have heard every pitch already.You have one advantage this region rarely gives a newcomer. Our Demo & Experience Centre in Belgium is a live system a prospect can walk into, not a rendering. Your job is to build the integrator network, put the first Western European reference into the ground, and use both to make every conversation after that a shorter one.What you will doIdentify, qualify and sign system integrators and distribution partners across the Benelux, France, the UK and Ireland, Iberia and Italy, prioritising those with a real gap in high-density pallet storage that incumbents are not solvingRun the Belgium Demo & Experience Centre as the centre of gravity of your sales process: bring partners and end users into it, and run structured demo days rather than one-off visitsBuild joint business plans with each partner and run them: named commercial and technical owners on both sides, an agreed target list, and a shared pipelineCreate and co-sell opportunities with and through partners, from first conversation to signed order, working end-user opportunities directly where that is the faster route to a first referenceCompete effectively in consultant-led and formal tender processes, which mediate a large share of automation spend in this region, and build relationships with the logistics consultancies that shape themRun technical and operational discovery with end users: pallet flows, throughput profiles, storage density, temperature regime, and interfaces to existing WMS and WCSProduce concept solutions, budgetary pricing and ROI cases, with detailed layout design, simulation and final engineering delivered by our European solution engineer and our design team in AsiaTrain and enable partner sales and engineering teams on the Atomix product lineRepresent Atomix at Intralogistics Europe, IMHX, Logistics & Automation and vertical industry events, and build our presence in 3PL, cold chain, food retail and e-commerce fulfilmentFeed structured market intelligence back into product and pricing: what we are losing on, what the market asks for that we do not yet have, what the region needs from our service modelForecast accurately and report on pipeline monthlyWhat you bring8+ years in material handling, warehouse automation or intralogistics sales, with at least 5 years selling automated systems rather than single-category equipmentDirect experience of the integrator model, either from inside a system integrator or from a manufacturer selling through them. You can explain how an integrator makes money on a project and where its risk sitsA track record of building something from zero in a market that already had established suppliers: a new territory, a new product line, or a new channel. We will ask for the specific projects, the timeline and the outcomeThe technical depth to lead a discovery conversation unaided: read a pallet flow, challenge a throughput assumption, size a system at concept level and defend the business case. You do not need to produce the final layout yourselfFluent English plus Dutch or French. A third Western European language is a strong advantageAn existing network in 3PL, cold chain, food retail or e-commerce fulfilment that you can call on from week oneWorking knowledge of CE marking, the Machinery Directive 2006/42/EC and the incoming Machinery Regulation (EU) 2023/1230 as they apply to automated storage and retrieval systemsThe self-direction to run a territory remotely, without an office around you, and to keep a partner network moving on your own initiativeWillingness to travel around 50% across the region, plus occasional trips to Asia for training and factory visitsThe right to work in the European Union or the United Kingdom, in the country in which you are basedNice to haveHands-on experience with pallet shuttle, deep-lane or other high-density pallet ASRSCold storage automation projectsFamiliarity with EN 528 and EN 15512, and with FEM guidelines for racking and storage equipmentWorking MandarinAn established profile in the European intralogistics communityWhat we offerThe Belgium Demo & Experience Centre as a live selling asset, available to you from day oneA fully remote role. We hire where the talent and the customer relationships already are, rather than requiring relocation, and we judge the work by the pipeline and the projects rather than by office attendanceA named solution engineering counterpart in Europe, plus direct access to our design team in Asia with committed response timesFull ownership of partner selection and regional commercial terms, reporting directly to the executive responsible for overseas businessCompany car or car allowance with fuel card, a defined annual leave entitlement, and a defined travel, marketing and trade-show budgetA working rhythm that suits Europe. Our engineering and product teams in Asia are six to seven hours ahead, so your morning is the shared working window. We do not expect you to be online at nightThe first commercial seat in Western Europe, in a region we are committed to for the long term, with the mandate to build the team behind you