OEM Business Development Manager

Our Purpose

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/

OEM Business Development Manager 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?

Opportunity Overview

Original Equipment Manufacturers (OEMs) are very significant channels into the market for our products. The OEM Business Development Manager (OEM BDM) in Japan is responsible for developing new accounts with UR’s portfolio of collaborative robots and services. This individual will be accountable for OEM business planning and execution to reach sales and growth goals in identified strategic markets. He/she leads for the implementation of business development programs for OEM market segment. This includes sales campaigns and other prioritized initiatives that recruit new OEM, support demand generation and account development. Track the results of initiatives and provide regular status update.  He/she will work proactively with appropriate ecosystem partners and sales management and related support departments to ensure on time customer service needs are met or exceeded.

The final candidate will be a high intellectual capacity with great energy and thrives in a challenging, structured / process orientated, and dynamic environment.  This individual will interact on a regular basis with the General Manager Japan, OEM Business Development Manager APAC  and other sales team in Japan.

All About You

Roles & Responsibilities

• Develop and lead the implementation of OEM business development plan. Responsible for OEMs sales goals in Japan
• Support and develop new OEMs with the sales and application engineering teams
• Hunt for new OEMs sales opportunities and work with the sales & distributors to convert into the orders
• Identify customer technical requirements, evaluate them and transfer them into the organization
• Negotiate OEM agreements
• Drive KPIs and action plans to achieve the annual target. Develop countermeasures to get back to budget if behind.
• Manage CRM opportunity funnel, forecasting and action plans
• Visit end-users with distributor’s and OEM accounts’ sales reps if needed
• Develop and maintain comprehensive knowledge of competitive products and their activity in the marketplace
• Must be capable of overnight travel up to 60% of time; or as required (mostly domestically)

Qualifications

• Japanese Proficiency is essential
• Bachelor’s degree or higher in engineering related subjects (Robotics and Mechatronics preferred)
• Minimum 5 years of experience in outside sales engineering (Automation solutions sales experiences preferred)，
• Must have proven track record of exceeding sales quota
• Rich experience working with direct customers
• Previous experience in industrial automation, solutions/OEMs sales involving technical products
• Strong sense of understanding of the value proposition to OEMs
• Business acumen that can be applied at different levels of decision makers from senior management to technical support
• Ability to communicate effectively, both oral and written in Japanese and English.

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
• OEM Business Development Manager APAC  – Dot line
• Other Sales Managers – 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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