Sales Development Manager

ID: 8433

Function: Sales

Location: Santiago de Queretaro, MX

At Mobile Industrial Robots (MiR), part of Teradyne, Inc., we’re revolutionizing internal transportation with our cutting-edge autonomous mobile robots. By automating workflows, we help people focus on what they do best and boost productivity. With over 370 employees and offices across North America, Europe, and Asia, we’re rapidly expanding. As part of our global team of innovators, you’ll work alongside skilled professionals at the forefront of automation. At MiR, you’ll have the opportunity to grow your career while contributing to real-world solutions that are transforming industries and shaping the future of automation with state-of-the-art internal transportation technology.

Do you have what it takes to provide post-sales field service & technical support for a unique and groundbreaking robotic product with a very large installed base and huge growth potential? Do you enjoy problem-solving and working with customers?

Bring your problem-solving skills and technical expertise to our global Services organization and make your impact by providing onsite service solutions towards customer case resolution and preventative service programs. Be part of a growing team with a customer-first focus!

Universal Robots is leading the collaborative robot (“cobot”) market space worldwide with the largest market share. We’re not like the traditional caged robot companies, which positions us well for growing the non-caged collaborative robot application in millions of manufacturing lines in multiple applications such as palletizing, machine tending, welding, visual inspection etc. We think differently, work differently, and grow differently. Now we need a talented and motivated individual to be our Field Service & Sales Engineer who is based in various regions of the world. Together you will be part of a global and regional organization helping our customers get most out of their investments via achieving high uptime performance on the Cobot/Robot based manufacturing cells.

We are changing the ground rules in automation – and it is being noticed!

Universal Robots (UR) is a great place to work with an exciting company culture, passionate employees, and a supportive management team, all poised for continued growth. Our product is taking the industry by storm, receiving several industry awards. UR is a platform company of automation giant Teradyne corporation based out of Boston, MS.

Key Responsibilities of our future Service Sales Engineer

• Regional Sales Engineer for Queretaro, Mexico
• Effectively communicate with all end users, distributors, system integrators, and various levels within the Universal Robots Company.
• Responsible for allocated Service sales budget, order booking and long-term service contract execution on revenues. Collaborates with equipment sales processes to drive point of sales (POS) service offers and drive automation through sales force to achieve high attach rate.
• Trains and coaches service sales representations on service sales and customer care process, sets targets and support team delivering targets via collaboration with Customers and our multiple distribution partners.
• Value positions UR Care offerings and future value add offerings to Customers and partners, delivers proposal to end users and working with right levels of influencers and decision makers, wins the multi-year service contracts.
• Coordinates service delivery in the region with field service engineers, tech support teams, remote service team, and factory repair centers
• Utilizes various business and operations tools to drive world class sales – salesforce, field service module, service mobility and standard work.
• Leads business reviews with customers and partners in the regions, develops and implements service maintenance service agreement (MSA) custom framework with all our key channel partners, collaborating with equipment (Cobot) sales team across the region.
• Deliver high service levels to Customer demonstrated by repeat sale of service contracts, price gain yearly and high customer satisfaction scores.
• Implement sales strategy using strategic sales tools and processes. Develop relationships at all levels within the Customers’ organizations and within UR.
• Advocate for and Support the Customer, while aligning to the objectives of UR. Manage and grow the business for established and new customers. Create and implement sales strategy using strategic sales tools and processes. Develop relationships at all levels within the Customers’ organizations and within UR.

Minimum Qualifications

• Bachelor’s degree or higher in Business, engineering or related subject.
• High English proficiency is a must for this position.
• 5+ years of regional service engineer or service sales experience in industrial equipment industry.
• Experience in industrial automation, solution/project sales involving technical products would be an advantage
• Strong sense of understanding of the value proposition by the end-users
• Business acumen that you can apply on different decision levels from the senior management level to technical support
• People management in sales.
• Valid Driver License.
• Must possess strong communication skills and have a good understanding of cross-cultural differences
• This position requires 50+% of traveling. Entire work time is conducted in an office setting with frequent travels to customers and partners.
• Comfortable utilizing up-sell techniques via value and pain point based selling.
• Demonstrated consistent record of meeting or exceeding sales goals.
• In-depth knowledge of commercial compliance and risk management.

It’s you we are looking for!

You are expected to come with an associate degree or higher in a technical field or engineering. Also, a minimum of 5+ years’ experience in robotics, or the industrial automation industry. A strong mechanical and electrical background. Previous field troubleshooting and repair experience is preferred.

We are looking for a colleague that comes with the following behavioral traits:

• Enjoys customer facing interactions, but also on the phone and through email
• Aptitude for attention to detail and very hands on
• Is outgoing, service-minded, and able to commit at different organizational levels and in different parallels
• Sales and selling aptitude
• Approachable and takes pride in providing a high standard of service and support to customers and partners
• A self-starter who is resourceful and initiates work without specific instruction
• Possesses strong business acumen
• Flexible and works professionally
• Able to cope with ambiguity and in fast paced environments
• Be located within 1 hour of a major airport
• Willing to learn selling expectations and value proposition in a fast paced, hyper growth global service strategy.
• Strong problem-solving, quantitative, and analytical skills with a proven ability to make data-driven decisions.
• Driven, clear thinking, collaborator, highly communicative, people leadership, empathy.

Join Universal Robots, a Teradyne robotics platform company

Universal Robots offers an exciting job with great professional challenges and the opportunity for you to influence your own progression. We emphasize an informal and good work environment where you will have an opportunity to gain influence and be part of making a difference.

Learn more about the company and the products you will be working with here.

We look forward to learning more about you!

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We attract, develop and retain a high-performance workforce, comprised of people with diverse backgrounds and a shared drive for excellence. We strive to foster a positive and inclusive work environment that helps employees, and communities, thrive.

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