Ecosystem Success Manager

5 months ago

Shanghai, China Universal-Robots Full time

Key Responsibilities:

• Represents the UR Brand, Vision, and Values at all times
• Manages commercial relationships with all active and prospective UR+ partners.
• Develops and implements China local l Ecosystem strategy together with China Regional President and key personnel to ensure China region and global objectives are fulfilled.
• Establish and maintain appropriate portfolio of partners to serve regional and global objectives.
• Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line. 
• Supports the global UR+ team by sharing best practices, strategies and results from the local markets.
• Establishes positive working relationships with new UR+ partners.
• Assists and consults to UR+ partners on commercial strategies to succeed in the UR ecosystem, including go-to-market, channel and pricing strategies.
• Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line.

Key Duties / Deliverables:

• Create direct impact to support China sales team reach order intake target
• Conducts regular business reviews, annual planning and forecasting with all Strategic UR+ partners.
• Locally manages the process to qualify new UR+ partner products and partners, from concept to validation, documentation, and market launch consistent with global standards.
• Coordinates UR+ engineering resources and support from global engineering resources.
• Marketing - Supports UR+ partners in engaging with UR marketing to maximize MQL’s and overall market presence for UR+ products. Support should encompass all aspects of marketing: PR, trade shows, web, SoMe, etc. Coordinates with local and global marketing on launch of new UR+ products.
• Sales Enablement - Educates the UR sales team on the availability, application and benefits of UR+ products. Facilitates relationships between UR+ partners and the UR channel.
• Manages the qualification and sale of demo robots to UR+ partners. Assists UR+ partners in upgrading their demo robots to latest models.
• Provides regular reports and metrics to Senior Management and the global UR+ team on KPI’s, pipeline, status, schedules, opportunities and challenges.
• Maintains timely and accurate project pipeline in salesforce 

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 day s 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

Educational Background：
• 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.
• Powerful 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

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