Industry Lead - FMCG (Fast-Moving Consumer Goods)

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Industry Lead - FMCG (Fast-Moving Consumer Goods)

The Industry Lead – FMCG is responsible for driving the development and growth of Körber’s FMCG vertical within the Warehouse Automation business.

The role will define the industry strategy, identify priority markets and accounts, strengthen Körber’s value proposition and build a sustainable pipeline of warehouse automation opportunities in FMCG industries.

Working across Sales, Marketing, Product Management and other key functions, the Industry Lead will bring together industry insight, customer needs and market opportunities to shape compelling propositions and targeted go-to-market initiatives.

The role will also influence portfolio priorities.

The role operates through a build, qualify, handover and co-sell model, developing strategic opportunities from initial engagement through qualification and early-stage development before transitioning them to the relevant regional sales teams.

The position will play a key role in strengthening Körber’s market position and establishing a scalable foundation for long-term growth.

Your tasks and responsibilities will be as follows

• Develop and execute Körber’s global FMCG market strategy, maintaining a comprehensive view of priority sub-segments, target accounts, markets, industry trends, customer needs and the operational pressures driving investment in warehouse automation.
• Build and continuously refine Körber’s value proposition for the FMCG sector within Warehouse Automation.
• Identify and engage target customers through proactive business development, executive prospecting, industry events, campaigns and strategic partnerships.
• Build relationships with senior stakeholders across Supply Chain, Logistics, Operations, Distribution, IT and Executive Management.
• Generate, develop and rigorously qualify strategic FMCG opportunities, assessing customer fit, need, budget and authority, timing, strategic value and commercial potential.
• Lead early-stage opportunity development, assessing customer challenges, business requirements, investment drivers and decision-making processes, while shaping solution direction, leveraging your Warehouse Automation background.
• Execute FMCG opportunities together with Regional Sales teams
• Act as Körber’s subject-matter authority for FMCG, providing industry insight and guidance across customer engagements, proposals, solution development, business cases, commercial discussions and internal decision-making.
• Translate market intelligence, customer insight and competitive dynamics into recommendations for Marketing, Product Management and Go-to-Market strategies.
• Develop and maintain a scalable FMCG go-to-market playbook, capturing successful sales approaches, propositions, customer use cases and market insights.
• Enable regional teams to develop the segment independently by sharing industry expertise, customer knowledge, best practices and relevant market insights.
• Maintain disciplined CRM, pipeline management and forecasting practices, with clear visibility of opportunity progression and commercial performance.

Your Profile

You will demonstrate

• A strong commercial and entrepreneurial mindset, with a clear focus on creating new business and measurable growth.
• The ability to build credibility and trusted relationships with senior customer stakeholders.
• Strong strategic thinking, with the ability to translate industry developments and customer challenges into commercial opportunities.
• The ability to influence and collaborate across a global matrix organisation, including regional teams and cross-functional stakeholders.
• A high degree of autonomy, ownership and accountability, combined with strong execution discipline.
• Excellent communication, presentation, negotiation and influencing skills.
• Academic background (preferred)
• Bachelor’s degree in business, Engineering, Supply Chain, Logistics, Industrial Engineering, Economics or a related discipline.
• A master’s degree, MBA or equivalent advanced qualification would be advantageous.
• Professional Experience
• Significant FMCG background with exposure to supply chain, logistics or warehousing, plus a solid understanding of warehouse automation solutions.
• Proven track record in strategic sales, business development, market development or industry leadership.
• Demonstrated success in developing new business, opening strategic accounts and building qualified sales pipelines.
• Strong understanding of FMCG supply-chain, logistics and distribution environments.
• Track record of engaging and influencing C-level and senior operational decision-makers within complex organisations.
• Proven ability to develop and execute market strategies and strategic account plans.
• International experience across multiple regions.
• Sharp commercial acumen — from opportunity qualification and value propositions to business cases and complex deal shaping.
• Disciplined CRM and pipeline management, with reliable forecasting.

The following experience would be highly advantageous

• Background in warehouse automation, intralogistics, robotics or supply-chain technology, with the ability to translate customer requirements into technical and commercial solutions.
• Established relationships with major FMCG organisations.
• Demonstrated ability to build or launch new markets, industry verticals or go-to-market strategies.
• Strong capability in account-based selling and executive-level prospecting.
• Exposure to working with strategic partners, system integrators, consultants and broader technology ecosystems.
• Experience building industry propositions, sales playbooks and customer use cases.

We value diversity and therefore welcome all applicants - regardless of gender, nationality, ethnic or social origin, religion/belief, disability, age, sexual orientation and identity, and any other protected status.

Körber is a global technology company for intelligent manufacturing and supply chain solutions.

As a reliable innovation partner, Körber turns entrepreneurial thinking into customer success by providing leading technology to fuel what’s next – from end-to-end pharma production and advanced supply chain solutions to high-tech machinery and process equipment.

Körber combines deep domain expertise with integrated hardware, software, and digital services, to help customers take the next step.

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