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Head of Ecosystem China

2 months ago

Shanghai, Shanghai, China Universal-Robots Full time
Key Responsibilities:

As the Head of Ecosystem China, you will be responsible for representing the UR Brand, Vision, and Values at all times. This includes managing commercial relationships with all active and prospective UR+ partners, developing and implementing China local ecosystem strategy, and establishing and maintaining an appropriate portfolio of partners to serve regional and global objectives.

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

werful communicator, able to connect at the engineering, operations, and executive levels

Previous experience with Salesforce a major plus

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