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Key Account Manager

ID:  2070
Function:  Sales
Location: 

Tokyo, JP


Key Account Manager - Automotive in Japan

Would you like to be a part of a rapidly growing company with the opportunity to influence your own career progression? Could you see yourself providing technical support for a unique and groundbreaking product with a huge development potential?

 

We have changed the ground rules in automation – and it is being noticed

As part of Universal Robots, you become part of a global success. Our robotic arms help our customers improve productivity, profitability and create a safer working environment. Our international offices in Singapore, Barcelona, Shanghai, New York, Tokyo, Seoul and Taipei. We have performance-orientated colleagues who all share a passion for building a globally recognized business. We see rapid development and our learning curve is steep. At Universal Robots, we have an ambitious growth strategy where we aim to fill the role of market leader in collaborative robots. Learn more about the groundbreaking products you will be working with: http://www.universal-robots.com/

 

Position Overview

The Key Account Manager – Automotive in 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, technical support and marketing teams that focus on the Japan market. You will be responsible for assisting with the commercial development of key accounts in Japan.  You will execute the strategy, drive business and activity plans, sales, marketing, implementation, budget and commercial results for the market through distributors.  The position will interface with end users, integrators, distributors, internal teams and other stakeholders.

 

The final candidate will be a high intellectual capacity with great energy and thrives in a challenging, structured / process orientated, and dynamic environment. In addition, it is expected that this individual will have the combination of talent and drive to lead and achieve sales performance goals. This individual will interact on a regular basis with the General Manager and the other sales managers in Japan and be responsible for planning, implementing, managing and advising on all industry specific sales and customer relationship management activities of the company.

 

Roles & Responsibility

  • Develop new key accounts and unique channel (distributors and system integrators) to penetrate targeted industries, mainly automotive.
  • Drive business results to achieve KPIs to achieve the annual targets and strong growth.  Develop countermeasures to get back to the budget if missed.
  • Manage distributors by weekly meetings of sales pipeline management, forecasting and action plans.
  • Qualify marketing qualified leads to become sales qualified leads which can be then transferred to distributors for progression through the final sales stages and conversion to order
  • Train, develop, motivate and support existing distributors
  • Facilitate joint visits with distributor’s sales teams to end users to identify and close new and repeat business.
  • Devise sales and marketing strategy and action plans with a marketing manager to strategically position UR in the Japan market and create brand awareness via positive visibility in the market
  • Account for about 60% travel (mostly domestically)

 

Qualifications

  • Bachelor degree or higher in Engineering (Mechanical, Electrical or Mechatronic) would be an advantage.
  • Business proficiency in English (written and spoken) is a must for this job in addition to Japanese.
  • 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 / robotics, 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
  • Overseas working experience in an English-speaking environment would be an advantage
  • Must possess strong communication skills and have a good understanding of cross cultural differences

 

Preferred Profile

  • Detail data management
  • Self-starter who is resourceful and initiates work without specific instruction in a structured and independent approach
  • Sense of urgency and action
  • Results orientated and know how to get to the desired results
  • Trustworthy and loyal
  • Strong in building relationships
  • Is flexible and works professionally
  • Is a team player and possesses an understanding of how different departments functions.
  • Strong understanding of the solution sales business and working with distributors

 

Work interaction:

  • General Manager in Japan – Report line
  • Other Sales Team – Peers
  • Technical support Engineers – Peers
  • Sales & marketing support teams– Peers

 

About us:
We offer an exciting job with great professional challenges and the opportunity for you to influence your own progression. We emphasize on an informal and open work environment where you will have plenty of opportunities to influence and be part of making a difference.


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