Share this Job

Segment Manager, Machine Tending

ID:  4915
Function:  Sales

Sichuan Sheng, CN

Segment Manager, Machine Tending


Would you like to play a crucial role in enabling the success of our sales team and impacting our future growth?

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

Become our Regional Segment Manager for Machine Tending

The Segment Manager is responsible for defining, developing and activating the segment go-to-market strategy and ultimately responsible for the execution of the segment strategy in China. You will work closely with extended sales team, to drive deployment of strategy and tactics to further develop business in the Machine Tending segment. Creation of initiatives and expansion of the Universal Robots ecosystem related to the machine tending segment will also be keys to success. You will play a critical role in generating ideas, managing projects / programs, as well as tracking success of the initiative in China region.

Your Main Responsibilities Will Be



  • Drive deployment of the segment go-to-market plans and activities, working closely with regional sales leadership team for China to identify business needs, determine key accounts, co-develop actions and timelines, and align resources in support of go-to-market activities.
  • Serve as segment lead for the implementation of business development programs within Machine Tending market segment. This includes sales campaigns and other prioritized initiatives that support opportunity expansion and account development. Track results of initiatives and provide regular status communications.
  • Drive the sales cadence process for the Machine Tending market segment including initiating / supporting activities to enhance opportunity pipeline health.
  • Collaborate with Business Development Managers (BDMs), Channel Development Managers (CDMs), Regional Marketing and Applications Engineering resources to drive growth within the Machine Tending market segment.
  • Identification of the target profile, both OEMs and System Integrators, of new customers as well as specific named prospects for pursuit by China Regional Sales Team – Area Sales Managers (ASMs), CDMs, and BDMs.
  • Drive action plans to achieve the Machine Tending Segment revenue target and KPIs.
  • Must be capable of overnight travel up to 60% of time; or as required.

Executing the Go-To-Market (GTM) Strategy

  • Facilitate account management sessions with regional sales and key accounts.
  • Review and interpret key accounts financial performance, pipeline reporting and analysis leveraging tools and data. Identify, develop, and provide to leadership insights, trends, opportunities, and action plans to drive account pipeline and revenue growth.
  • Actively participate in strategic discussions with the Product Management organization to ensure future needs are well understood and to ensure success within the Machine Tending segment
  • Leverage the Universal Robots network to connect our ecosystem to the right insights and thought leadership.
  • Drive exceptional customer service by delivering relevant insights and best practices in the markets segment.

Professional Competencies

  • Bachelor’s degree or higher, preferably in a technical subject area (automation, engineering and other related major)
  • More than 6 years of experience in technical industrial sales roles, knowledge of Metal Fabrication and Machine Tending applications is strongly preferred
  • Experience working with both direct-served and distribution go-to-market models in the industrial market
  • Previous experience in industrial automation, solution/project businesses involving highly technical products – robotics industry experience is a plus
  • Demonstrated success in working independently as well as working in a team sales environment.
  • Business acumen that can be applied at different levels of decision makers from senior management to technical support
  • Excellent oral and written communication skills
  • Strong analytical skillset with significant experience in MS Office, Business Intelligence (PowerBI preferred) and CRM (Microsoft Dynamics preferred)
  • Strong self-motivation, ability to work under pressure

Job Segment: Marketing Manager, Application Engineering, CRM, Industrial, Machinist, Marketing, Engineering, Technology, Manufacturing