Ecosystem Success Manager

Key Responsibilities:

•    Represents the UR Brand, Vision, and Values at all times
•    Manages commercial relationships with all active and prospective UR+ partners.  
•    Develops and implements China local l Ecosystem strategy together with China Regional President and key personnel to ensure China region and global objectives are fulfilled.
•    Establish and maintain appropriate portfolio of partners to serve regional and global objectives.
•    Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line. 
•    Supports the global UR+ team by sharing best practices, strategies and results from the local markets.
•    Establishes positive working relationships with new UR+ partners.
•    Assists and consults to UR+ partners on commercial strategies to succeed in the UR ecosystem, including go-to-market, channel and pricing strategies.
•    Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line.
 

Key Duties / Deliverables:

•    Create direct impact to support China sales team reach order intake target
•    Conducts regular business reviews, annual planning and forecasting with all Strategic UR+ partners.
•    Locally manages the process to qualify new UR+ partner products and partners, from concept to validation, documentation, and market launch consistent with global standards.  
•    Coordinates UR+ engineering resources and support from global engineering resources.  
•    Marketing - Supports UR+ partners in engaging with UR marketing to maximize MQL’s and overall market presence for UR+ products.  Support should encompass all aspects of marketing:  PR, trade shows, web, SoMe, etc.  Coordinates with local and global marketing on launch of new UR+ products.
•    Sales Enablement - Educates the UR sales team on the availability, application and benefits of UR+ products.  Facilitates relationships between UR+ partners and the UR channel.
•    Manages the qualification and sale of demo robots to UR+ partners.  Assists UR+ partners in upgrading their demo robots to latest models.
•    Provides regular reports and metrics to Senior Management and the global UR+ team on KPI’s, pipeline, status, schedules, opportunities and challenges.
•    Maintains timely and accurate project pipeline in salesforce 

Success Criteria:
•    Order Intake driven by or associated with strategic UR+ partners(i.e. local welding, local vision) 
•    Increases lead generation from UR+ showroom and partners in support of global and local marketing objectives
•    Conducts and documents regular business reviews with key UR+ Partners
•    Facilitates the development and launch of products covering key target applications
•    Demonstrates ability and willingness to work towards common goals and support "One UR", including navigating appropriately in a rapidly changing environment/priority
•    Participates well in internal and external relations and can act as an ambassador for Universal Robots
•    Takes responsibility for and delivers optimal and satisfactory solutions for internal and external customers based-on professionalism and specialist knowledge

Additional Information:
•    Travel approximately 70 day  s per year, local and international

•    Strong written and verbal communication skills
•    Strong understanding of the distribution business and working with systems integrators, end-users, and developers
•    Strong in building long term relationships
•    Documented practical experience within automation and robot programming. 
•    Experience with technical training and customer visits. 
•    English language (oral and written), Mandarin required.  Additional language skills in Japanese, Korean a plus . Good communication skills, ability to transfer knowledge and a good understanding of cross-cultural differences

Educational Background：
•    Bachelor’s degree or higher in Mechanical/Industrial Engineering or related subject
•    MBA or commercial education preferred
•    Demonstrates life-long learning
Experience:

•    5-10 years’ experience in factory automation, product development or manufacturing engineering.
•    Direct experience in industrial sales.  Distribution / channel experience a plus.
•    Strong understanding of the value proposition by the end-users
•    Experience in selling components as part of larger projects would be an advantage
•    Strong understanding of the distribution business and working with systems integrators, end-users, and developers
•    Ability to manage diverse commercial relationships with multiple tiered stakeholders.
•    Ability to work in a global, matrixed organization.
•    Proven ability to multi-task and adhere to tight deadlines in a fast paced, collaborative environment.
•    Excellent project management and organizational skills with a keen attention to detail.
•    Powerful communicator, able to connect at the engineering, operations and executive levels.
•    Previous experience with Salesforce a major plus.

Personality:
•    Outgoing, service-minded and ability to commit at different organizational levels and in different correlations
•    Effective in working in fast-paced, flexible, variable demand environments requiring adaptability of schedule and travel
•    Approachable and prides in providing a high standard of service and support to customers and partners
•    Enjoys interaction with customers
•    Ability to analyze problems in a logical manner
•    Highly organized with the ability to manage multiple projects/ tasks simultaneously and effectively prioritize projects and tasks
•    Self-starter who is resourceful and initiates work without specific instruction
•    Flexible and works professionally 
•    Strong emphasis on integrity in all actions and decisions