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Service Sales Manager

2 months ago

Shanghai, Shanghai, China Universal-Robots Full time

Unlock Your Potential as a Service Sales Manager at Universal Robots

At Universal Robots, we're empowering change in the way work is done. Our vision is to create a world where people work with robots, not like robots. As a Service Sales Manager, you'll play a crucial role in driving our mission forward.

About the Role

  • Lead the service organization in the China region, overseeing service and training teams, customer success teams, and repairing hub teams.
  • Create and implement service strategies to drive localized service sales, delivery, customer success, training, and repairing services.
  • Develop and execute budgets, order bookings, and long-term service contract execution to achieve revenue and gross margin targets.
  • Collaborate with equipment sales processes to drive point-of-sale service offers and automation through sales forces to achieve high attach rates.
  • Hire, train, and coach service teams on service sales and customer care processes, setting targets and supporting teams in delivering targets through collaboration with customers and partners.
  • Effectively communicate with end-users, distributors, system integrators, and various levels within Universal Robots.
  • Position UR Care offerings and future value-added services to customers and partners, delivering proposals to end-users and working with influencers and decision-makers to win multi-year service contracts.
  • Coordinate service delivery in the region with field service engineers, tech support teams, remote service teams, and factory repair centers.
  • Utilize business and operations tools to drive world-class sales operations, including Salesforce, Field Service Module, Service Mobility, Zingtree, and Standard Work.
  • Lead business reviews with customers and partners in the region, developing and implementing service maintenance service agreements (MSAs) with key channel partners, collaborating with equipment sales teams across the region.
  • Define strategic priorities and build business cases to fund and drive them to closure, collaborating with global and headquarters service functions.
  • Drive standard work and manage performance to budget via KPIs and logic.
  • Train customers and partners.
  • Hire and develop commercial organizations for the entire China region over time, working directly with the Service VP and other global headquarters service functions to drive mature service operations in the region.
  • Manage pricing strategies to drive high-margin growth, with margin rate and dollar gain in business plan periods.
  • Deliver high service levels to customers, demonstrated by repeat sales of service contracts, price gain yearly, and high customer satisfaction scores.

Requirements

  • Responsible for strategically hiring service sales representatives, training, delivery, and repairing engineers to drive clear visions and high growth financial and commercial operations targets.
  • Willing to learn selling expectations and value propositions in a fast-paced, hyper-growth global service strategy.
  • Strong verbal and written communication skills.
  • Strong financial, pricing, and costing skills, discount and promotion strategies, point-of-sale maximization understanding to achieve high attach rates of service contracts sold with new equipment sales.
  • Ability to exercise judgment and work independently as a leader.
  • Must be able to understand and follow complex instructions.
  • Valid driver's license.
  • 5-15 years of regional service and training manager experience in industrial equipment industries.
  • Great deal of understanding of service business, share of wallet, and how to build/drive high revenue business for service and high profitability.
  • Demonstrated consistent record of meeting or exceeding sales goals.
  • Demonstrated record of strategic mindset, running few strategic projects to drive commercial excellence and customer reach capacity.
  • Comfortable utilizing up-sell techniques via value and pain point-based selling.
  • Strong problem-solving, quantitative, and analytical skills with a proven ability to make data-driven decisions.
  • Proven effective leadership.
  • Entire work time is conducted in an office setting with frequent travels to customers and partners.
  • Strong English language proficiency, knowledge of additional languages a plus.
  • In-depth knowledge of commercial compliance and risk management.
  • People hiring and management experience.
  • Business process experiences – KPI, project management, prioritization, sales force excellence, hiring and team management, data analytics, standard work, commercial excellence, outbound calls and customer visits culture, installed base management, forecast management, risk management, service marketing, service campaigns.
  • Driven, clear thinking, collaborator, highly communicative, people leadership, empathy.
  • Advocate for and support the customer, while aligning to the objectives of Universal Robots. Manage and grow the business for established and new customers. Create and implement sales strategy using strategic sales tools and processes. Develop relationships at all levels within the customers' organizations and within Universal Robots.
  • Must be willing to travel 50+%.