Business Development Representative（Robotics,Shanghai）

TERADYNE, where experience meets innovation and driving excellence in every connection. We are fueled by creativity and diversity of thought and in our workforce. Our employees are supported to innovate and learn something new every day.

We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Opportunity Overview

As a BDR, you will be the "igniter" of the sales engine and the "extended arm" of market outreach. Your core mission is twofold: to efficiently identify, qualify, and activate high-potential customers in the industrial manufacturing sector through proactive outbound efforts (especially phone-based sales), and to rapidly respond to and convert inbound leads generated from marketing activities. You will focuse on opportunities for our high-value solutions (with deal sizes exceeding RMB 100,000). You will build the critical bridge between marketing activities and sales closure, feeding the sales team with high-quality, validated leads, directly contributing to company revenue growth.

Responsibilities

核心职责/Key Responsibilities

1. 主动线索开发与孵化/ Proactive Lead Generation & Nurturing:

• 通过多渠道（如电话、邮件、行业活动等）主动寻找、挖掘潜在客户，并开展专业的“电话销售”式沟通，重点是工业制造业企业（如汽车、电子、金属加工等）。Proactively source and hunt for potential clients through multiple channels (phone, email, industry events, etc.) and conduct professional "phone sales" conversations, targeting industrial manufacturing companies (e.g., automotive, electronics, metal fabrication, and so on).
• 深入理解泰瑞达机器人的产品线、解决方案及应用场景，能够清晰传达其对客户业务的价值，尤其是高客单价解决方案的优势。Develop a deep understanding of Teradyne Robotics' product portfolio, solutions, and application scenarios. Articulate their value proposition to customer's business, especially the advantages of high-value solutions.
• 执行标准的线索开发流程，完成初步的需求探查、客户画像验证及商机识别。Execute standard lead development processes, conducting initial needs discovery, customer profile qualification, and opportunity identification.

2. 市场线索快速响应与转化/Rapid Response & Conversion of Marketing Leads：

• 高效处理市场部通过线上活动（如网络研讨会、内容下载）及线下活动（如行业展会、行业研讨会）收集的潜在客户（inbound leads）。Effectively handle inbound leads generated by the marketing teams from online activities (e.g., webinars, content downloads) and offline events (e.g., exhibitions, industry seminars)
• 对市场活动线索进行第一时间的电话跟进，确认客户意向，进行深度筛选和分级，将其转化为可跟进的销售机会。Perform timely phone follow-up on marketing leads to confirm interest, conduct deep qualification, and convert them into actional sales opportunities.
• 针对不同活动来源的线索，定制化沟通策略，有效传递活动相关价值点，提升线索转化率。Tailor communication strategies for leads from different marketing sources, effectively conveying relevant value propositions to improve lead conversion rates.

3. 高质量商机创建与转化/ High-Quality Opportunity Creation & Conversion：

• 对潜在客户进行有效筛选和分级，依据既定标准（如预算、需求紧迫性、决策流程等）判断其成为合格销售线索（SQL）的潜力。Effectively screen and qualify prospects, assessing their potential as a Sales Qualified Lead (SQL) based on defined criteria (e.g., budget, need timeline, decision process).
• 主导与潜在客户的初步技术/业务交流，有效激发兴趣，克服初级异议，并成功预约销售代表或解决方案工程师进行下一阶段深度洽谈。Lead initial technical/business conversations with prospects, effectively generating interest, handling early-stage objections, and successfully booking meetings for Account Executives or Solution Engineers for next-stage discussions.
• 系统化管理个人线索库，在CRM（如Salesforce）中准确、及时地记录所有互动、更新商机状态，确保销售漏斗顶层数据的清晰与健康。Systematically manage a personal pipeline, accurately and timely logging all interactions and updating opportunity status in the CRM (e.g., Salesforce), ensuring clarity and health of the top-of-funnel data.

4. 跨部门协同与市场反馈/ Cross-functional Collaboration & Market Feedback：

• 与区域销售团队紧密协作，确保商机无缝交接，并参与交接会议，提供全面的背景信息。Work closely with regional sales teams to ensure smooth lead handoff, participating in handoff meetings with comprehensive background.
• 与市场团队紧密配合，及时反馈线索质量，为活动效果评估及优化提供一线数据支持。Collaborate closely with marketing team, providing timely feedback on lead quality to support campaign performance evaluation and optimization.
• 参与制定并优化BDR流程、话术及工具，持续提升团队整体效率。Participate in developing and optimizing BDR processes, scripts, and tools to continuously improve team efficiency.

All About You

We seek individuals who share our passion and determination. Our commitment to customer success drives us to go the extra mile. If you’re ready to join us in this mission, take a closer look at the minimum criteria for the position.

1. 必备经验/Essential Experience：

• 大专及以上学历，工科、市场营销、商务等相关专业背景优先。College degree or above, preferably in Engineering, Marketing, Business, or related fields.
• 3年以上BDR或直接电话销售经验，必须拥有成功的工业品/工业设备/B2B技术解决方案电话销售经验。Minimum 3 years of experience as a BDR or in direct phone sales, with a proven track record in successfully selling industrial products/equipment/B2B technical solutions over the phone.
• 拥有独立通过电话销售完成客单价超过10万元人民币的复杂产品/解决方案的经验，并具备可验证的优秀业绩记录。Demonstrable experience independently closing deals for complex products/solutions with an average selling price exceeding RMB 100,000 via phone, backed by a record of strong performance.
• 熟悉制造业或工业自动化领域，对机器人、自动化设备、智能制造有基本认知和浓厚兴趣者优先。Familiarity with the manufacturing or industrial automation sector. Basic knowledge and strong interest in robotics, automation equipment, or smart manufacturing is a plus.

2. 核心技能/ Core Competencies：

• 卓越的电话沟通与影响力：具备在短时间内通过电话建立信任、引导对话、处理异议并推动下一步行动的能力。Excellent Phone Communication & Influencing Skills: Ability to quickly build rapport, guide conversations, handle objections, and drive next steps over the phone.
• 强大的猎人思维与韧性：积极主动，乐于挑战，对目标有强烈的追求动力，能承受一定压力并保持高昂斗志。Strong Hunter Mentality & Resilience: Proactive, challenge-seeking, highly motivated to achieve targets, able to work under pressure and maintain a high drive.
• 出色的逻辑分析与学习能力：能够快速学习复杂产品知识，理解客户业务痛点，并进行有效的信息筛选与判断。Outstanding Analytical & Learning Ability: Fast learner of complex products, able to understand customer pain points and perform effective information screening and judgment.
• 良好的协作精神与职业素养：团队意识强，善于内部沟通，具备高度的责任心与职业道德。Great Teamwork & Professionalism: Strong team player with excellent internal communication skills, high sense of responsibility, and professional ethics.
• 熟练使用CRM系统及办公软件。Proficient in using CRM systems and office software.

Benefits: 

Teradyne offers a variety of robust health and well-being benefit programs, including medical, life and disability insurance, paid vacation & holidays, tuition assistance programs, and more.  

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