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National OEM BUSINESS DEVELOPMENT MANAGER

ID:  1985
Function:  Sales
Location: 

Shanghai, CN


Universal Robots, WE WANT TO MAKE THE WORLD A BETTER PLACE THROUGH ROBOTICS

Our international team of hardware, software, and business professionals comes from all walks of life and is united by a common goal: sharing the world-changing benefits that robots can provide.

We offer a highly stimulating, dynamic environment with unlimited career potential – where you set your own level of success. You will be an essential part of a team that is focused on success, growth, development, and innovation. 

You’ll be part of Universal Robots.

Position Summary:

职位描述

Original Equipment Manufacturers (OEMs) are very significant channels into the market for our products. The National OEM Business Development Manager (National OEM BDM) is responsible for maintaining / increasing sales volume with existing and new accounts with UR’s portfolio of collaborative robots and services. This individual will be accountable for OEM business planning and execution to reach sales and growth goals in identified strategic markets.  The National OEM BDM will work proactively with appropriate ecosystem partners and sales management and related support departments to ensure on time customer service needs are met or exceeded. This position reports directly to the National Sales Director and the global Director of OEMs.

 

原始设备制造商(OEM)是我们产品进入市场的重要渠道。全国 OEM业务发展经理(National OEM BDM)负责将UR协作机器人和服务组合销售给现有和新发展客户。该职位将负责在确定的战略市场上OEM业务规划与执行,以达成销售和增长目标。 全国 OEM业务发展经理将积极主动地与合适的业务伙伴、销售管理层以及相关支持部门合作开展工作,以确保及时高效地满足客户需求。该职位直接向全国销售总监和全球OEM销售总监汇报。

 

Roles & Responsibilities:

角色&职责

  • Develop and lead the implementation of OEM business development plan. Responsible for OEMs sales goals in China

制定并领导实施OEM业务发展计划, 对全国OEM客户的销售目标负责

  • Support and develop existing OEMs with the regional sales team

和区域销售一道发展现有OEM业务

  • Hunt for new OEMs sales opportunities and lead the regional sales, distributors to convert into the orders

寻找新的OEMs销售机会,并带领区域销售、经销商将其转化为订单

  • Identify customer requirements, evaluate them and transfer them into the organization

识别客户需求,在评估的基础上调动公司资源响应满足

  • Negotiate OEM agreements

洽谈OEM 协议

  • Drive KPIs and action plans to achieve the annual target. Develop countermeasures to get back to budget if behind.

推动关键指标和行动计划的落实以实现年度目标。如果进度落后,制定对策措施以实现预算

  • Manage CRM opportunity funnel, forecasting and action plans

管理销售漏斗,预测销售和制定行动计划

  • Visit end-users with distributor’s and OEM accounts’ sales reps if needed

有需要时,与经销商和设备制造商销售代表对最终用户作业务拜访

  • Develop and maintain comprehensive knowledge of competitive products and their activity in the marketplace

对竞争对手的产品及其市场活动有全面的把握

  • Must be capable of overnight travel up to 50% of time; or as required.

能够接受50%时间的出差安排。

 

Qualifications:

任职资格

  • Bachelor’s degree or higher in engineering related subjects (Robotics and Mechatronics preferred)

工科相关专业本科或以上学历, 机器人和机电一体化专业优先

  • Minimum 5 years of experience in outside sales (Automation solutions sales experiences preferred)

至少5年外部销售经验

  • Must have proven track record of exceeding sales quota

必须在过往经历中销售业绩突出

  • Rich experience working with direct customers

丰富的与直接客户打交道的经验

  • Previous experience in industrial automation, solutions/OEMs sales involving technical products

具有工业自动化、解决方案/OEMs销售经验

  • Strong sense of understanding of the value proposition to OEMs

OEMs客户价值销售具备深刻理解

  • Business acumen that can be applied at different levels of decision makers from senior management to technical support

从客户高级管理层到技术人员的不同层级决策者均有足够的业务推动能力

  • Ability to communicate effectively, both oral and written

良好的口头和书面沟通能力


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