Head of Global Growth Accounts (m/f/d)

Make an impact

As part of KUKA’s global Strategy & New Business organization, this role plays a pivotal part in shaping and executing our enterprise growth agenda. Operating across all business segments and regions, the Global Growth Accounts function serves as a strategic catalyst—identifying growth opportunities, building future-ready customer partnerships, and driving cross-segment expansion initiatives. In this role, you will operate on three levels: 1) leading one Global Growth Account, 2) providing functional leadership to the international GGA team, and 3) owning the global strategy for future growth and expansion.

1) Leadership of one specific Global Growth Account

• Responsibility for revenue, gross margins, and overall performance of an assigned global strategic account.
• Build and manage senior relationships with C-level decision-makers globally.
• Develop and implement a global account plan including growth levers, cross-/upselling, and international expansion.
• Analyze customer, usage, and revenue data to drive data-based decisions.
• Lead - together with team members from other business segments - complex international customer projects, pilots, and rollouts.
• Ensure consistent customer experience across all markets and touchpoints.
• Personal ownership of selected top-tier customer relationships.
• Build a senior-level network within the customer ecosystem and represent KUKA at industry events.
• Leverage market and competitive insights to strengthen KUKA’s positioning.

2) Functional Leadership of the Global Growth Accounts Team

• Functional leadership of Global Growth Account Managers across all Business Segments.
• Drive and promote a global, cross-segment account management mindset.
• Harmonize processes, offerings, pricing, and reporting across regions.
• Develop best practices, playbooks, and operating standards.
• Drive team capability building through targeted coaching and mentoring.
• Manage complex, global stakeholder networks across regions and business segments.
• Collaborate closely with Product/Portfolio Management, Strategy, Sales, Marketing, Data & Analytics, and regional organizations.Ensure compliance with governance and regulatory frameworks.
• Steer performance management across all GGAs.
• Contribute to budget planning and resource allocation.
• Manage a shadow P&L to drive transparency and financial accountability.

3) Development & Ownership of the Global GGA Strategy

• Full ownership of a scalable global strategy for Growth Accounts.
• Define frameworks for customer growth, global expansion, and long-term account development.
• Establish criteria for selecting future Global Growth Accounts.
• Build global growth programs, initiatives, and playbooks.
• Continuously refine the strategy based on market and megatrend insights.
• Bring customer feedback back to segments and R&D. Be a key point of contact for foundational customers for R&D and SW&AI projects.

What you need to succeed

Experience

• Master’s degree in Engineering or Business; MBA or PhD preferred.
• 15+ years in Sales, Business Development, or Global Key Account Management.
• Proven success in scaling large international strategic accounts.
• Experience leading international teams (with or without disciplinary responsibility).
• Strong analytical and KPI-driven decision-making skills.
• Deep knowledge of B2B solution and consultative/solution selling.
• Excellent English skills; additional languages are a plus.

Leadership & Strategic Competence

• Ability to align fragmented activities into a unified global strategy.
• Strong communication skills up to Executive and C-level.
• Entrepreneurial, results-oriented mindset with strong execution capabilities.
• Proven ability to collaborate across segments and regions.

Personal Attributes

• Highly customer-centric, strategic, and entrepreneurial.
• Strong relationship builder with a global mindset.
• Team-oriented leader with high ownership and initiative.
• Comfortable in complex, fast-moving environments.
• Willingness to travel internationally.