Channel Development Manager, Taiwan

Our Purpose
At Universal Robots, part of Teradyne Inc., we are empowering change in the way work is done. Our vision is to create a world where people work with robots, not like robots. And with 75,000+ cobots already installed worldwide, we’re well on the way to achieving it. Working towards our vision gives us endless opportunities to learn, grow, innovate, and solve problems together as we bring our technology to companies of all sizes all over the world.

The Channel Development Manager, will be reporting to the Sales Director, Taiwan.  You will be working alongside with sales, engineering and marketing teams that focus Taiwan market. You will be responsible for assisting with the commercial development of distributors in Taiwan.  You will manage the strategy, business activity plans, and marketing implementation to achieve commercial results for the market through responsible distributors.  The position will interface with end users, integrators, distributors, internal teams and other stakeholders.  This position accounts for about 70% domestic travels.

This is a high impact, strategic and hands-on position, requiring a high degree of creativity, and excellence in strategy and execution in a dynamic environment along with focus on customer orientation. There are many stakeholders including our distribution network, technical teams, and vast customer organizations, all of which require a high level of tact and specialized communication.

Opportunity Overview

• Drive KPIs and action plans to achieve the annual target.  Develop countermeasures to get back to the budget if missed.
• Manage distributors by weekly meetings of funnel management, forecasting and action plans.
• Key in daily activities in CRM Salesforce and analyze data to make decision objectively.
• Qualify marketing qualified leads and pass on to distributors through CRM, follow through to ensure a solid sales funnel with them.
• Train, develop, motivate and support existing distributors
• Facilitate joint visits with distributor’s sales reps to end users
• Develop new accounts and unique channel (system integrators and OEM) to penetrate targeted industries such as Electronics, Semicon, Food & Beverage, Logistic, Metal processing & Pharma.
• Devise sales & marketing strategy and action plans with marketing specialist to strategically position UR in the market and create brand awareness via positive visibility in the market

All About You

As a person you are independent, but still a team player. You are motivated by solving complex tasks and still you are very practical in the way you approach things. Here at Universal Robots, we are very flexible, and we expect you to be the same. We have an agile organization where things continuously change and therefore it´s an advantage if you see yourself as a fast learner.

• Team collaboration, customer centricity, innovative mindset and high sense of ownership are keys for being successful.
• Is flexible to changing and fast-moving environment and works professionally.
• Bachelor degree or higher in Business or related subject.  Engineering, Automation, Robotics, Cobots, System Intergrator background and related subjects would be an advantage.
• English proficiency in spoken and writing is a must for this job
• Have a minimum of 5 - 8 years successful track record from direct sales to consumers.  Experience in indirect sales to distributors would be an advantage.
• Experience in industrial automation, solution/ project sales involving technical products would be an advantage.
• Strong sense of understanding of the value proposition to the end users.
• Experience with structured sales, plans, budgets, pipeline management, marketing.
• Business acumen that you can apply on different decision levels from senior management level to technical support
• Must possess strong communication skills and have a good understanding of cross cultural differences
• Detail data management experience through CRM

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