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Channel Development Manager

2 months ago

Boston, United States Teradyne Full time
CHANNEL DEVELOPMENT MANAGER

Do you want to be a part of the world of collaborative robots? Are you an energetic top-of-the-class sales manager who thrives in challenging and dynamic environments? Then join us on our exciting journey, where your contribution will help shape the future of industry 4.0 manufacturing.

Position Summary:

The Channel Development Manager (CDM) is responsible for increasing repeat sales revenue among existing SME accounts and identifying potential new SME accounts for UR's (Universal Robot) portfolio of collaborative robots and services. The CDM works as the "DI's business liaison". Located on the East Coast, the Channel Development Manager will be accountable for executing assigned sales goals and sales plans within a designated sales territory. The CDM will work proactively with appropriate division management and related support departments to ensure on time customer service needs are met or exceeded. The CDM will work with our distributors, manage partnerships, build relationships and manage opportunity funnel, forecasting and action plans.

** up to 50% travel

Roles & Responsibilities:

  • Responsible for SME accounts' sales goals/quotas in assigned territory
  • Hunt for new sales opportunities among SME accounts and once qualified/validated introduce them to the local UR distributor
  • Drive KPIs and action plans to achieve the annual target. Develop countermeasures to get back to budget if behind.
  • Manage opportunity funnel, forecasting and action plans focusing on SME accounts
  • Canvas, initiate, qualify sales leads and follow through to ensure a solid sales funnel with distributors
  • Focus on segments prioritized by UR
  • Participate in joint visits with distributor's sales reps to end-users and integrators
  • Represent company at tradeshows and other professional activities
  • Ensure quality of (first) deployment & after sales (lower priority) for existing accounts
  • Develop and maintain comprehensive knowledge of competitive products and their activity in the marketplace
  • Must be capable of overnight travel up to 50% of time; or as required
Qualifications:
  • Bachelor's degree or higher in engineering (electrical or mechanical preferred) or related subject
  • 3 -10 years of experience in outside sales
  • Experience working with distribution preferred
  • Must have proven track record of exceeding sales quota
  • Previous experience in industrial automation, solution/project sales involving technical products preferred
  • Strong sense of understanding of the value proposition to end-users
  • Business acumen that can be applied at different levels of decision makers from senior management to technical support
  • Ability to communicate effectively, both oral and written.
  • Knowledge of Microsoft Office 365


We are not considering candidates who require sponsorship for this position.

Join Universal Robots

We are a diverse group of smart, creative people working at the forefront of collaborative robotics. Our robotic arms help our customers improve productivity and profitability and create a safer work environment.

Together, we find innovative solutions to some of the most important manufacturing issues facing businesses today. And we dare to do what others find impossible - working towards making bleeding edge technologies a reality for businesses of all sizes.

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