Strategic Business Development Leader

Vor 7 Tagen

Berlin, Berlin, Deutschland Universal-Robots Vollzeit

Job Summary

The Global Industry Manager is a key role at Universal Robots, responsible for defining, developing, and activating the segment go-to-market strategy. This individual will own the global segment performance for top line growth and profitability, working closely with Marketing and Sales leadership to drive strategic and tactical deployment of business development programs and go-to-market initiatives.

Key Responsibilities

  • Drive the strategic planning and deployment of the segment go-to-market plans and activities, working closely with the Global Industry Manager and Regional Presidents to identify business needs, determine key accounts, co-develop actions and timelines, and align resources in support of go-to-market activities.
  • Serve as program lead for the implementation of companywide business development programs within market segment, including go-to-market sales campaigns, growth platforms, and other prioritized initiatives that support opportunity development and account management.
  • Drive the sales cadence process for the market segment, including initiating/supporting activities to enhance pipeline integrity.
  • Collaborate with Markets, Business Development functional specialists, Brand, Marketing and Communications, and other resources as needed to support market segment and account team needs.

Executing the Go-To-Market (GTM) Strategy

  • Facilitate account management sessions with regional sales and key focus accounts.
  • Review and interpret key accounts financial performance, pipeline reporting, and analysis leveraging firm tools and data. Identify, develop, and provide to leadership insights, trends, opportunities, and action plans to drive account pipeline and revenue growth.
  • Lead strategic discussions with our UR+ Partner Ecosystem to determine relevant strategies and fill gaps within the industry segment.
  • Lead strategic discussions with the UR Channel organization to ensure we are partnered with the System/Solution provider network.
  • Lead strategic discussions with our Product Management organization to ensure future needs are well understood to ensure success within the industry segment.
  • Leverage the global Universal Robots network to connect our ecosystem to the right insights and thought leadership.
  • Drive exceptional customer service by delivering relevant insights and best practices in the industry.

Pursuits and Opportunity Management

  • Monitor various CRM tools regularly, understand market trends, and drive actions as needed.
  • Collaborate with global and regional teams to provide strategic pursuit support for the industry.

About You

We are looking for individuals with the following experience:

  • 15+ years' experience within the automation/logistics industry working in Sales, Business Development, or Industry Leadership roles.
  • Works independently and experienced in delivering results with regional and global teams.
  • Demonstrated success in building strong relationships at a senior level.
  • Strong executive presence, leadership skills, and the ability to influence others.
  • Experience with coaching teams in a global/matrix setting.
  • Experience managing budgets and/or P&L.
  • Team player, willing to get involved in all aspects of projects.
  • Strong analytical and quantitative skills.
  • Knowledgeable of market and industry dynamics.
  • Excellent oral and written communication skills.
  • Ability to adapt quickly in an ever-changing environment.
  • Demonstrated ability to coordinate multiple complex projects simultaneously.
  • Competent with the use of Microsoft Power BI, Power Point, Word, and Excel, including the use of Pivot tables, reporting, charts.

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