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Channel Development Manager

ID:  6581
Function:  Sales

Tokyo, JP

Channel Development Manager, West Japan



#WeAreUR and we continuously redefine automation

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 50,000+ 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, West Japan, will be reporting to the General Manager, Japan.  Based on teleworking with the main office in Tokyo, you will be working alongside with sales, engineering and marketing teams that focus Japan market. You will be responsible for assisting with the commercial development of distributors in the West Japan.  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, strategicandhands-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.


To give you an overview of how this affects your role and responsibilities you can look forward to:


  • 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 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 automotive, electronics and metal processing.
  • Devise sales & marketing strategy and action plans with a marketing manager to strategically position UR in the market and create brand awareness via positive visibility in the market


We are driven by honesty and act with integrity - #WhoAreU

To be successful in this position we imagine you will come with:

  • 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/Computer Science related subjects would be an advantage.
  • High English proficiency is a must for this job apart from Japanese.
  • Have a minimum of 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

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.

We collaborate it´s in our DNA

Join Universal Robots, the ground-breaking technology company, and help empower change in the way work is done. Shaping next year’s innovations. Moving a fast-growing industry forward. Building a truly global career. You can do it all here.


We employ 1000+ people in offices across North America, South America, Europe, and Asia – and we’re growing all the time. So, if you’re looking to build your career working with some of the best talent from all over the world, we want to get in touch with you!


Send your application using the link. We take candidates into the recruitment process on a continuous basis and encourage you to apply as soon as possible.

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