● Responsible for developing and managing Key account targets and objectives within assigned territory. ● Responsible for managing and coordinating efforts of Robotiq’s partner sales channels within assigned territory ● Professionally represent Robotiq at Partners, Events and Customers throughout the territory. ● Support our partners and strategic clients throughout the process of building their cell robotics, before, during and after the sale. ● Coordinate other technical and commercial resources as required within the region. ● Be a team player and collaborate with various functions.
Main Responsibilities:
● Identify and penetrate top Customers and Targets for direct relationships within the region. ● Build and execute penetration plans for target customers by working closely with your inside sales and coach. ● Identify decision makers within Key Accounts who hold specification authority for our products on a regional or global basis. ● Develop strong relationships with decision makers and influencers at these key accounts ● Share information on Key Accounts with the global Robotiq team. ● Build and execute sales plans for territory and each expert distributor ● Define distributor objectives and assess performance ● Monitor performance of each distributor and effect recovery actions where required ● Understand, evaluate distributors per Robotiq classifications (New, Promising and Expert) - work to develop distributor to expert level. ● Coach and develop expert partners to be highly independent and autonomous ● Perform frequent funnel opportunity reviews with partners. ● Provide a reliable forecast of business for your territory. ● Work closely with cobot manufacturers (i.e. UR) that can influence sales in the territory ● Support distributor events ● Build strong relationships and awareness for Robotiq with our expert partners. ● Travel up to 75% is required, Employee should maintain a current passport.
Sales training and coaching ● Train and coach sales reps at our distributors’ so that they can sell our products effectively and efficiently. ● Develop Robotiq mindshare and focus within our Partner’s sales force and technical teams. ● Ensure distributor sales team have the resources to achieve their targets ● Work in close relationship with the assigned Inside Sales Specialist. ● Ensure the autonomy of partners ○ Provide technical sales expertise to help the partner develop pre-sales capabilities. ○ Provide guidance for demos and develop the capacity of partners to ● Successfully demonstrate all relevant offers. ● Prioritize recurring revenue opportunities ○ Understand customer requirements to help technical staff define a optimal solution. ○ Become a promoter of products and technologies within the community of partners to drive the offer's value proposition. ● Represent the customer experience ○ Test and provide information and recommendations for the development of new features and application solutions.
Candidate profile:
Bachelor’s Degree (Engineering preferred)
minimal 3 years experience required
familiar with Microsoft Office, Google G-Suite, CRM Software, ERP Software,Automation and Robotics technology - e.g. UR Caps, Polyscope, etc.
Fluent English, and Japanese.
Experience in technical sales through a distribution channel. Direct Sales experience is preferred.