Reporting to: OnRobot Chief Sales Officer
OnRobot was founded in 2015 in Odense, Denmark, and is on track to become the global One-Stop Shop for all Collaborative Applications on all Robot Platforms. OnRobot is defining and leading the market for Collaborative Applications by bringing disruptive technologies to market quickly. OnRobot’s proven leadership team has a clear strategy to continue to acquire and develop innovative Collaborative Applications technologies and to grow revenues rapidly.
OnRobot is looking for a Director of Sales and General Manager – SEMEA, who will contribute to, and thrive in, a rapid growth environment.
The Director of Sales and General Manager – SEMEA will be responsible for all commercial activities in the region (France, Spain, Portugal, Italy, Greece, Turkey, Malta, Cyprus plus Middle East and Africa), as well as General Manager for the region.
The key to success in this role is the ability to scale the business quickly through expansion and effective activation of the partner network. You are sales execution focused and have a proven track record of meeting and exceeding your targets. You understand the importance of sales activity, and you prefer being in the field, visiting customers, to sitting at your desk. You hire and drive your team to the same standards.
The main office for OnRobot is located in Odense, Denmark. The regional office for SEMEA is located in Barcelona, and the regional Director of Sales and General Manager will be located there.
Developing Sales in the South Europe Market
OnRobot is a dynamic company with a bold vision to define and own the market for Collaborative Applications. You will be part of a team of highly motivated employees, who are focused on expanding sales of OnRobot’s unique technologies through relevant partners.
Today, OnRobot goes to market with a number of Collaborative Applications: several unique gripper and Force Torque (F/T) sensor technologies, including the world’s first double vacuum gripper. The OnRobot offering is continually expanding in terms of products and applicable platforms. There is a requirement to quickly grasp new technologies, integrate in your go-to-market and translate into sales activity for partners.
You will be responsible for signing and enabling a high number of new partners in the SEMEA region. Growing average sales and attachment rate by partner are key KPIs. You must be able to plan and perform timely product training, support the partner sales cycle and collect feedback for innovation. You will keep the partner network up-to-date on product portfolio and technology developments. You will establish a close collaboration with the partners and support them when challenges arise.
Your initial team will consist of Area Sales Managers, Technical Support Engineers, Sales and Marketing Support and a PR Marketing Manager. The Technical Support Engineer handles pre-sales, supports partner training and problem identification and solution. The Sales and Marketing Support is responsible for all sales support, including order processing and logistics. The Sales and Marketing Support is your point person in the office. PR, lead and events support will be handled by regional PR Marketing. You should expect to grow the team across the region in line with sales growth.
In addition to commercial responsibilities, you will have general manager (GM) responsibilities for the territory. You will have P&L ownership, participate in the budget process, have signatory and compliance responsibility, and various other GM responsibilities. The time commitment for this part of the role is not expected to exceed 20% of your time.
Key Success Criteria
- Rapidly grow OnRobot’s partner network across the SEMEA region
- Ensure effective enablement of new partners through sales and product training
- Actively drive revenue growth through the partners; increase average sales by partner
- Participate in the budget process and own P&L for the region
- Identify and hire the right talent to scale revenue in the region
- Manage and drive sales activity in a growing team
- Focus on hitting targets and KPIs aligned to OnRobot’s strategy
- Forecast and execute to meet and exceed goals
- Establish relationships with Robot Arm Manufacturer executives in the region
- Understand, develop and implement application specific solutions together with our partners both in existing application areas and in new areas
- Uncovering customer needs (primarily through partners)
- Define and implement plans for participation in exhibitions and fairs
- Provide feedback from customers to the innovation and development team
Professional profile: Strong Sales DNA and Technical Acumen
You have relevant educational background in engineering or business administration, combined with work experience in technical sales for a minimum of 5 years. You have a proven track record of execution and revenue growth. You are experienced in driving channel sales and in channel development. Previous experience in the field of automation or robot technology is required.
You are challenge driven, result-oriented and focussed on execution. You have a sense of urgency and understand the importance of meeting your targets. You drive execution discipline in your team. You act with integrity. You possess a strong character and have executive presence, as well as good communication skills. You possess a high level of motivation and persistence, enabling you to negotiate and close deals and contracts. Your cross-cultural skills are evident in your leadership and your daily work.
You are able to travel 80-120 days per year in order to drive sales activities across the region, visit partners and attend trade fairs and exhibitions.
You speak English and Spanish fluently. French and/or Italian is a significant advantage.
Submit your application at firstname.lastname@example.org