Inside Sales Manager

Join us at Universal Robots, where we build robot technology for businesses to access the benefits of automation. Collaboration is our greatest strength. It’s a belief that drives everything we do and inspired us to build the world’s leading collaborative robot – the cobot.

Become our Inside Sales Engineering Manager in the US-Canada Sales Team

The Inside Sales Engineering Manager has primary responsibility for leading a team of Inside Sales Engineers (ISEs) to aid in increasing sales velocity from receipt of Universal Robots (UR) Marketing Qualified Leads (MQLs) to securing an order for UR products or services. The Inside Sales Engineering team is tasked with establishing first UR contact with all US/CAN MQL sales leads.  Close collaboration with the UR Business Development Manager (BDM) and Channel Development Manager (CDM) team members will be an essential element of success.  The Inside Sales Engineering Manager will need to demonstrate leadership through the design and implementation of business processes to optimize lead flow management; including transfer to UR team members and Channel Partners with the goal of improving time to close.  This position will report to a Senior Management Team (SMT) position.   This is an onsite position at our Novi, MI site.

Teradyne is not considering candidates who require sponsorship for this position

Your main responsibilities will be:

• Provide leadership, guidance, and motivation to the ISE team to ensure high performance and productivity.
• Recruit, select, and train ISEs, ensuring they have the necessary skills and knowledge to succeed.
• Act as a player/coach in managing inbound Marketing Qualified Sales Leads (MQLs) for the US/CAN.
• Lead/train team to:
  • canvas, prioritize and initiate first touch(es) on all sales leads, and then follow through to ensure proper hand off to BDM/CDM/Channel Partner.
  • Instill confidence with end customer through technical application solution concepts.
  • Coordinate meetings between customers and BDM/CDM/Partner
  • Hunt for new sales opportunities, and once qualified, introduce them to the appropriate local UR Channel Partners.
  • Develop and maintain comprehensive knowledge of competitors and their products.
• Drive KPIs and action plans to achieve the regional annual targets.
• Monitor team performance against targets and KPIs, providing regular feedback and coaching to improve performance.
• Work with sales leaders to build and execute Strategic Deployments to increase revenue.
• Analyze lead, POS, and customer data to build custom sales/marketing campaigns to generate sales opportunities.
• Continuously review and improve sales and lead processes to enhance efficiency and effectiveness.
• Resolve conflicts within the ISE team or with clients effectively and efficiently.
• Conduct regular performance reviews with team members, setting objectives, and providing developmental support.
• Must be capable of overnight travel up to 20% of time; or as required.

Professional Competencies

• Relevant experience in a leadership role
• Bachelor’s degree or higher, preferably in a business or technical subject area (business, engineering, math, science)
• 8 to 10 years of experience in sales or sales support roles
• Experience working with distribution partners in the industrial market
• Previous experience in industrial automation, solution/project businesses involving highly technical products – robotics industry experience is a plus
• Business acumen that can be applied at different levels of decision makers from senior management to technical support
• Ability to communicate effectively, both oral and written
• Strong analytical skillset with significant experience in MS Office, Business Intelligence (PowerBI preferred) and CRM (Salesforce preferred)

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