Area Sales Manager (UR / MiR Bay Area, CA remote)

Teradyne•San Jose, CA

3d•Remote

About The Position

At Universal Robots (UR), part of Teradyne Inc., our vision is to create a world where people work with robots, not like robots. As the market leader with over 75,000 collaborative robots (cobots) installed worldwide, we are growing and employ over 1000 people globally. We are at the forefront of automation, finding innovative solutions to manufacturing issues. Teradyne Robotics is a global leader in advanced robotics solutions, revolutionizing manufacturing through collaborative and mobile robotic technology. Our companies, Universal Robots (UR) and Mobile Industrial Robots (MiR), help businesses enhance operational efficiency by integrating machines with human talent, optimizing manufacturing processes, improving product quality, increasing productivity, and enhancing worker safety. The Area Sales Manager (ASM) is responsible for maintaining and increasing sales volume with existing and new accounts for UR’s collaborative robots and MiR’s Autonomous Mobile Robots (AMRs). Located in the Bay Area, the ASM will fully manage a designated sales territory (Northern California & Northern Nevada) and be responsible for all business transactions and relationships within the region. The ASM will work proactively with division management, support departments, and multi-channel partners, including distributors, integrators, OEMs, and other companies supporting customers with mobile robots and robot arms. The ASM will interface with stakeholders at partners and customers, including Engineering, Maintenance, IT, Logistics, Management, and C-Suite. This position reports to the Regional Sales Manager, West. The ideal candidate will have a high level of intellect and energy to thrive in a challenging, entrepreneurial, and dynamic environment. As a partner resource, the ASM will provide in-depth technical product information, educate partners on the market, offer competitive intelligence, communicate new solutions, and motivate partner sales teams.

Requirements

Bachelor’s degree or higher (BSEE of BSME preferred) or relevant experience
4-5+ years of experience in outside sales
Must have proven track record of exceeding sales quota.
Demonstrable success in advising on/selling technical products.
Experience working with distribution and omni-channel.
Previous experience in industrial automation, solution/project sales involving technical products
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
Background with Salesforce CRM preferred

Responsibilities

Responsible for sales goals/quotas in assigned geography.
Manage opportunity funnel, forecasting and action plans.
Drive KPIs and action plans to achieve annual combined target for both UR and MiR product.
Develop countermeasures to correct sales if a revenue gap to target.
Participate in joint visits with distributor and omni-channel sales reps to end-users, integrators, and OEM partners.
Support existing partners through our sales process (i.e. customer visits, teams meeting, emails, PDRs, demos, proposals, pricing negotiations, all as needed).
Canvas, initiate, qualify sales leads and follow through in partnership with Inside Sales Team to ensure a solid sales funnel.
Lead regular business reviews with partners to mitigate challenges and drive sales growth.
Represent Teradyne Robotics product portfolio at tradeshows and other professional activities.
Develop and maintain comprehensive knowledge of competitive products and their activity in the marketplace.
Must be capable of overnight travel up to 50%; or as required.