Senior Business Development Director

at  UniversalRobots

SUCCESS CRITERIA:

• Define UR China Enterprise partnership customer target list
• Achieve order intake and revenue targets from defined enterprise customer or partners
• Improved sales capability in managing LA/OEM/CSP by using SFDC and other UR to achieve LA OI an revenue targets
• Cascade and implement large account and OEM program and review mgt. system in China

SKILLS:

• China executive level business development skills which include, but not limited to strategic account planning, executive level communication and presence.
• Strong understanding of the China automation/robot distribution business and working with systems integrators, end-users, and OEMs.
• English language (oral and written), Mandarin required. 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:

• 15+ years’ experience in factory automation. Direct experience in B2B industrial sales. Distribution / channel experience is a must.
• Ability to drive top level commercial relationship with solid experience of managing strategic business partnership
• Strong understanding of the distribution business and working with systems integrators, end-users, and developers
• 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.

• Strategic Business Partnership development:

• Identify, negotiate, and establish strategic partnerships with key enterprise and OEM/CSP customers.

• Successfully facilitate mutually beneficial relationships, with the ability mobilize collaborative efforts internally
• Business development
• Identify and incubate UR China potential strategic partnership targets and deploy senior level engagement business development plan
• Market Analysis: Work closely with sales and marketing team to identify new large enterprise sales opportunities, trends, and competitive landscapes.
• LA and OEM program leadership
• Oversee LA and program operations, optimizing program entitlements to maximize LA and OEM growth, ensuring effective governance across all China.
• Drive and implement global large account strategy within both distribution and strategic industry BDM team, improving China large account management capability
• Coordinates Sales, AE, service, and marketing resources to support China strategic partnership business development activities
• Innovation & growth
• Foster an entrepreneurial culture of innovation and continuous improvement. Support new market development and contribute to product roadmap applications.