Sales Manager

ID: 7900

Function: Sales

Location: Santiago de Queretaro, MX

Mobile Industrial Robots A/S (MiR), a Teradyne subsidiary, is a leading manufacturer of collaborative mobile robots. We are dedicated to developing user-friendly, flexible, and safe robots to help companies increase the efficiency of their operations. These unique, collaborative robots are now used by manufacturers in a wide range of industries and healthcare sectors to automate their in-house transportation. As a first mover in the field, we have enjoyed a rapid, worldwide adoption of our unique and innovative robots. Mobile Industrial Robots is an international and ambitious company, having dedicated employees who are passionate about making a difference and creating success and innovation within the world of robotics.

MiR is looking for a Sales Director who will report to the VP Americas and will be part of the Americas sales management team. The role will have 3 direct reports to start, but indirect management/stakeholder management is also required.

Areas of Responsibilities:
Direct management responsibility of MiR's commercial activities in the responsible territory, with special focus on:

• Development of sales in region to achieve sales growth meeting the company goals
• Ensure successful implementation of sales strategies
• Develop sales activity plans for employees and partners
• Report key sales activities and key sales numbers
• Coordinate sales and marketing activities
• Responsible for total turnover and cost budgets (budget, results and forecast) in own territory

Key Tasks

• Sales leadership – Achieve Sales order and Revenue targets for assigned region. Achieve goals for service/after sales targets.
• Organization Development –
  • Document regional strategy to ensure required skills, personnel, and plan to grow business at 30% rate through 2025. Responsible for pro-forma resource and headcount planning.
  • Lead the Areas Sales managers assigned in region. Ensure each person clearly understands their budget and goals and objectives. Support them through weekly and monthly individual coaching and customer meetings. Ensure each employee has a solid development plan to help them meet their objectives in current and future roles.
  • Effectively manage your sales team through dashboard review process in Salesforce. Execute the process to achieve and document:
    • Monthly + YTD Revenue & Total pipeline + Weighted pipeline
• Partner Development (execute defined target in region Business Plan)
  • • Achieve order target for distributors. Achieve total target for region and 75% of partners achieve target.
    • Develop minimum of 4 distributors to achieve Top Tier status
    • Complete 2025 distribution and Certified System Integrator (CSI) market plan and strategy with Partner Development Director by end of 2023.
    • Lead the executive engagement with top distributors and CSI in region
    • Execute an effective sales review process with each distributor (mnth/qtr/ann)
    • Develop CSI partners in region to effectively drive business.
• Strategic Customer engagement (> 30 robots is global target 8, stretch is 11)
  • • Target to contribute with 4 Major Account (ie. Toyota) of at least 15 robots. Identify measure and manage 10 targets – (ie Schneider, Denso, Toyota, Magna, etc) with goal of achieving at least 4 with 15 robots or more. Personal engagement and leadership of strategy with these top current and target accounts in respective region.
    • Global accounts (GA) – align and partner with GA team on key accounts and opportunities in assigned region. Document needs and support requirements.
• OEM development
  • • Target to min. 4 new OEM candidates in region with a forecast of > 15 robots during next 12 month. Identify targets for ASRS, packaging, logistics OEMS etc.
    • Develop in close cooperation with OEM director and involvement from ASMs
    • Monthly update on target account progress.
• Marketing
  • • Assist marketing with one Case Study target per quarter per Area Sales Manager. Goal is to have one case study formally completed per quarter with marketing document and video output.
    • Follow up on all Hot leads in less than 48 hours through team assignment
    • Support Trade show and Lead Management effort with partners

Success Criteria:

• Strong sales and leadership skills
• Demonstrate the ability to work cross-functionally and navigate in a matrixed organization
• Strong communications, interpersonal and strategic skills

Requirements and working experience

• The candidate must have proven experience in the US market. International experience is a strong plus.
• Experience with international contracts and negotiation
• Experience with international technical solution sales (B2B) through dealers and preferably with capital goods and/or project sales
• Experience working in a multicultural international matrixed organization
• Experience developing tools and processes for sales in industrial role.

Essential characteristics and skills:

• Strong sales leadership skills
• Strong relationship building experience
• Robust analytical skills and strategy development
• Holistic and forward-thinking mindset
• Strong communication and presentation skill across all levels of an organization
• As much as 50% travel
• Bachelor's Degree in a technical field preferred.#LI-LC1

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