Sales Manager

About Dobot

Dobot is a world leader in smart collaborative robotics and the creator of desktop grade robotic arms. Core technologies are developed in-house, including AI, system integration, intelligent sensing and more. The core team members came from Chinese Academy of Sciences, Tsinghua University, Harbin Institute of Technology, Shandong University, MIT and other prestigious academic and research institutions.

Founded in 2015, Dobot Robotics is the creator of the world's first desktop grade collaborative robot. We offer 6 main product lines: CR, CRS, MG400, M1 Pro, Nova, and Magician, with more than a dozen of collaborative robot models. We are the first in the industry to offer a product line up that covers 0.5 to 20 kg payloads. To date, Dobot has sold over 68,000 collaborative robots to 140 countries and regions and has ranked first in Chinese robot exporter by volume 4 consecutive years. Dobot robots are currently operational across over 15 industries including consumer electronics, automotive, metal processing, semiconductor, healthcare, chemical and retail.

Why Join Us

At Dobot, our people are humble, intelligent, compassionate and creative. We create to liberate all extraneous labor and realize optimal human-machine collaboration. We dream to make real change to the world. Join us to make this happen with a career at Dobot.

About the Team

As a leading Chinese cobot export manufacturer, the APAC region is one of the important regions for Dobot. The APAC sales team is expanding and we are looking for team members who will help shape the route to market foundation and future of Dobot business success in the Malaysia region. The key function of this role is to develop the overall planning of the regional market, including the establishment of a quality and strong channel partner network that will grow with us strongly YoY, and the overall sell out strategy, to complete the short-term company performance indicators and long-term market layout padding. You will reach the sales targets in the markets you are responsible for through a well-designed and executed strategy and activity planning. The position will interface with multiple stakeholders such as end users, system integrators, machine makers and channel partners. This position accounts for min. 50% travel.

The final candidate will be a high intellectual with great energy and thrives in a challenging, entrepreneurial, and dynamic environment. In addition, it is expected that this individual will have the combination of talent and drive to lead and achieve sales performance goals.

About the Role

The key role and responsibility of this role is to strategize and establish, develop, motivate and manage a quality channel partner network and plan overall sell out strategy in Malaysia. You are overall responsible for the sales target as our sales go via our channel partner network and ensure we are successful in our Go-to-Market. You are to also manage the MarCom strategy and establish processes necessary to support your development of sales/ market and sales results.

Responsibilities:

1. Sells products by developing & building channel network, and work closely with partners to explore sell out strategy.
2. Meets regional sales objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.
3. Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts.
4. Establishes sales objectives by creating a sales plan and quota for districts in support of APAC Region objectives.
5. Hunt, develop and maintain a quality network of channel partners comprising of technical distribution- or SI profiles who will scale with us.
6. Ability to influence and develop annual partner Dobot strategy and business plans.
7. Regular review of business performances of channel partners and to influence and make root cause analysis on poor performances and apply counter measures.
8. Manage distribution contract negotiations and signing.
9. Lead to co-create channel, marcom strategy and partner program with colleagues.
10. Conduct sales training to develop, motivate and support our channel partners’ sales team.
11. Participate in outreach events i.e exhibitions, road shows, seminars, speaking opportunities.
12. Help establish processes necessary in supporting business growth and in achieving targets.
13. Provide market intelligence and carry out sales forecast and reporting.

What we look for:

1. Great personality and attitude for our customers and our colleagues.
2. Min. 5 years of experience in establishing, developing and managing channel partner network.
3. Proven track record of achieving sales targets via channel partner network.
4. Proven track record in penetrating new markets and in growing sales and market share exponentially.
5. Preferably from the automation or robotic industries with deep understanding of the end-user market.
6. Advanced in English is a must.
7. Good at building and developing relationships.
8. Excellent communicator, good at collaboration across departments/ regions and understand cross-cultural differences.
9. Good at multi-tasking, navigating through challenges and solving problems.
10. Understand and can present value propositions convincingly to customers.
11. Work well independently but also a team player.
12. Working experience with Chinese companies would be an advantage.
13. Self-starter who is resourceful and initiates work without specific instructions in a structured and independent approach.
14. Strong understanding of solution sales business and working with channel partners.
15. Ability to operate between “hunting” for new possibilities and “farming” existing customers and finding the required channel of partners to develop the business.
16. Think and work at both strategic and hands-on level.
17. Results orientated and know how to get to the desired results.
18. Trustworthy and loyal.
19. Winner mentality.
20. High personal drive and energy level.
21. Flexible and professional.