Head of Ecosystem China

1 month ago

Shanghai, Shanghai, China Universal-Robots Full time
Job Summary

We are seeking a highly skilled and experienced professional to lead our ecosystem in China. As the Head of Ecosystem China, you will be responsible for managing commercial relationships with UR+ partners, developing and implementing a local ecosystem strategy, and working closely with the global UR+ team to identify and prioritize new partners and products.

Key Responsibilities
  • Represent the UR brand, vision, and values at all times
  • Manage commercial relationships with UR+ partners, including active and prospective partners
  • Develop and implement a local ecosystem strategy in collaboration with the China Regional President and key personnel
  • Establish and maintain a portfolio of partners to serve regional and global objectives
  • Work closely with global segment managers and the product management team to identify, prioritize, and recommend UR+ partners and products
  • Support the global UR+ team by sharing best practices, strategies, and results from the local markets
  • Establish positive working relationships with new UR+ partners
  • Assist and consult with UR+ partners on commercial strategies to succeed in the UR ecosystem
Key Duties/Deliverables
  • Create direct impact to support China sales team reach order intake target
  • Conduct regular business reviews, annual planning, and forecasting with all strategic UR+ partners
  • Locally manage the process to qualify new UR+ partner products and partners, from concept to validation, documentation, and market launch consistent with global standards
  • Coordinate UR+ engineering resources and support from global engineering resources
  • Marketing - Support UR+ partners in engaging with UR marketing to maximize MQLs and overall market presence for UR+ products
  • Sales Enablement - Educate the UR sales team on the availability, application, and benefits of UR+ products
  • Manage the qualification and sale of demo robots to UR+ partners
  • Provide regular reports and metrics to Senior Management and the global UR+ team on KPIs, pipeline, status, schedules, opportunities, and challenges
Success Criteria
  • Order intake driven by or associated with strategic UR+ partners (i.e., local welding, local vision)
  • Increases lead generation from UR+ showroom and partners in support of global and local marketing objectives
  • Conducts and documents regular business reviews with key UR+ partners
  • Facilitates the development and launch of products covering key target applications
  • Demonstrates ability and willingness to work towards common goals and support 'One UR', including navigating appropriately in a rapidly changing environment/priority
  • Participates well in internal and external relations and can act as an ambassador for Universal Robots
  • Takes responsibility for and delivers optimal and satisfactory solutions for internal and external customers based on professionalism and specialist knowledge
Additional Information
  • Travel approximately 70 days per year, local and international
  • Strong written and verbal communication skills
  • Strong understanding of the distribution business and working with systems integrators, end-users, and developers
  • Strong in building long-term relationships
  • Documented practical experience within automation and robot programming
  • Experience with technical training and customer visits
  • English language (oral and written), Mandarin required. Additional language skills in Japanese, Korean a plus. Good communication skills, ability to transfer knowledge, and a good understanding of cross-cultural differences
Education
  • Bachelor's degree or higher in Mechanical/Industrial Engineering or related subject
  • MBA or commercial education preferred
  • Demonstrates life-long learning
Experience
  • 5-10 years' experience in factory automation, product development, or manufacturing engineering
  • Direct experience in industrial sales. Distribution/channel experience a plus
  • Strong understanding of the value proposition by the end-users
  • Experience in selling components as part of larger projects would be an advantage
  • Strong understanding of the distribution business and working with systems integrators, end-users, and developers
  • Ability to manage diverse commercial relationships with multiple tiered stakeholders
  • Ability to work in a global, matrixed organization
  • Proven ability to multi-task and adhere to tight deadlines in a fast-paced, collaborative environment
  • Excellent project management and organizational skills with a keen attention to detail
  • Po
Personality
  • Outgoing, service-minded, and ability to commit at different organizational levels and in different correlations
  • Effective in working in fast-paced, flexible, variable demand environments requiring adaptability of schedule and travel
  • Approachable and prides in providing a high standard of service and support to customers and partners
  • Enjoys interaction with customers
  • Ability to analyze problems in a logical manner
  • Highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and tasks
  • Self-starter who is resourceful and initiates work without specific instruction
  • Flexible and works professionally
  • Strong emphasis on integrity in all actions and decisions

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