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About the Role

Hive is building the defining physical AI platform of the next decade to address the global shortage of industrial labor. Our platform allows any machine to perceive, decide, and act autonomously, with the vision of one operator managing hundreds of machines. This role is crucial for rolling out our supervised autonomy solution across a European building materials group's quarries, starting with pilot sites and expanding to approximately 80 sites over several years. You will bridge the gap between Sales and Delivery, ensuring each site is commercially ready before our Delivery team arrives and defining the rollout order. As this is a new role, your approach will set the standard for how Hive manages all future global accounts.

Responsibilities

Own the rollout plan, building site-by-site plans with the customer's executive sponsor.
Sequence the rollout considering Hive's delivery capacity and defend the sequence internally and externally.
Secure site-level agreement by meeting their specific numbers.
Build the business case per site, defining commercial terms, KPI thresholds, scaling estimates, exit criteria, and pricing.
Identify and articulate value beyond labor cost savings, such as pit design, shift patterns, and production planning.
Manage stakeholder relationships across all countries, from group executive sponsors to site supervisors.
Run governance meetings: monthly with the customer's program owner, quarterly with their executive sponsor, and weekly with Hive's Delivery lead.
Hand over each site to the Delivery team once scoped, then proceed to the next.
Channel customer requests to Product and Engineering, and push back on non-viable requests.
Document the process for running a global account for future use.

Requirements

Experience running a multi-site or multi-country program, either as a vendor or customer program owner.
Experience owning an account metric, such as revenue, margin, or a rollout target.
Proven ability to build business cases and engage with both executive teams and site operations.
Experience in an industrial context such as construction, quarrying, mining, building materials, infrastructure, or process industry.
Highly structured approach with comfort in managing details over long programs.
Demonstrated ability to tell a customer 'no' on scope, price, or date while maintaining the relationship.
Availability for heavy travel in the UK and Europe.
Right to work in the UK.

Skills

Program management
Business case development
Stakeholder management
Commercial negotiation
Customer relationship management
Cross-functional collaboration
Problem-solving
Communication

Location

UK
Europe

Work Type

Full-time
Heavy travel

Experience Level

Program management experience
Account ownership experience

About the Company

Hive is building the defining physical AI platform of the next decade.
Our platform enables any machine, on any site, to perceive, decide, and act autonomously.
We have live deployments across Europe in logistics, warehousing, industrial manufacturing, and chemical production, with US expansion underway.
Our vision is to enable one operator to manage hundreds of machines, drastically reducing productive machine-hour costs and driving a productivity revolution in physical work.
Our mission is to make productivity limitless.