Business Development Manager ASM - KUKA Robotics

Customer-Facing:

• Identifies new program investment plans with target accounts and strategically positions KUKA to win the business
• Manages and supports creating proposals and closing sales opportunities for target accounts in the USA
• Identifies and prioritizes target customers and potential new accounts/customers and new market opportunities
• Develops winning strategies and customer-specific sales stories to win ASM Industry customer business
• Supports Sales and develops long-term business relationships between KUKA and assigned target accounts from ASM industry
• Develops a close knowledge base and relationship with key decision-makers within the customers’ engineering, purchasing and production groups as well as with their key integrators
• Develops partnerships with companies that offer products and technology that compliment KUKA’s portfolio and strengthen KUKA’s solution offerings for ASM industry
• Supports the development of key strategic integrator partners to serve key customers and projects
• Effectively presents company products/services/structure to new and existing customers
• Performs on-site visits at existing and potential customer headquarters and plants, including occasional customer visits overseas
• Supports marketing and promotion planning (specialist presentations, conventions, trade fairs, publications etc.) in coordination with regional marketing and global ASM team

• Works closely with customers to build understanding of customers automation needs and communicates portfolio requirements to technical and product management teams.

Internally:

• Creates, formalizes, communicates, and implements strategies for identifying and acquiring new customers and developing Industry solutions and proposals with the Sales team.
• Monitors and directs the market segment ASM strategy through key figures in North America, aligning strategic actions with sales teams to stay on track (e.g. pipeline reviews)
• Builds, collects and shares competitor and market intelligence
• Coordinates a local team together to win a specific project with regional customers. Acts as the Business Development Lead and is responsible to coordinate business development activities for the account
• Acts as first point of contact for US sales on ASM topics in the USA
• Represents USA voice of the ASM market and customers in the regional team
• Initiates technical and commercial support contacts as needed at customer and within KUKA to respond to customer or to complete proposal
• Establishes and updates customer opportunities in Salesforce to ensure visibility of all customer investments and accuracy of KUKA forecasting
• Coordinates the activities and information sharing between KUKA teams in USA (customer’s HQ), at KUKA HQ in Germany and KUKA teams in customers’ manufacturing locations (e.g. USA, Canada or Mexico)
• Prepares dedicated ASM industry specific sales documents and references to be shared with USA and regional sales teams
• Travels domestically and internationally regularly to visit customers, integrators and partners
• Adheres to safety and quality guidelines and requirements

• Bachelor’s degree or higher in the technical-commercial domain, with at least 5 years professional experience in Sales, Business Development, or Project Management specific to the automotive and welding industry.
• Direct experience working with automation solutions for automotive and metals joining.
• Experience and knowledge of the culture and investment behavior of the industry.

What we offer

Start date: Immediately