Service Sales Engineer (Robotics & Automation -Midwest)

Universal Robots USA - Frankfort, MI

Full-time - Mid Level

Remote - Frankfort, MI

Wholesale Trade Agents and Brokers

About the position

The Service Sales Engineer for Robotics & Automation will play a crucial role in driving the service business within the Southeast Region, focusing on identifying target markets and new customer segments. This position requires a talented individual who possesses a strong background in service sales, particularly in selling service solutions. The ideal candidate will be adept at problem-solving and will enjoy working closely with customers to provide effective onsite service solutions and preventative service programs. As part of a global Services organization, the Service Sales Engineer will have the opportunity to make a significant impact by ensuring customer satisfaction and resolving cases effectively. In this remote position, the Service Sales Engineer will be expected to travel more than 50% of the time, primarily within the Midwest, preferably based in the greater Detroit, MI, or Chicago, IL areas. The role involves effective communication with end users, distributors, system integrators, and various levels within the Universal Robots Company. The Service Sales Engineer will be responsible for managing the allocated service sales budget, executing long-term service contracts, and collaborating with equipment sales processes to drive service offers and automation through the sales force. Additionally, the Service Sales Engineer will train and coach service sales representatives on the customer care process, set targets, and support the team in achieving these targets through collaboration with customers and distribution partners. The role also includes value positioning of UR Care offerings, delivering proposals to end users, and winning multi-year service contracts. Coordination of service delivery in the region with field service engineers, tech support teams, and factory repair centers is also a key responsibility. The Service Sales Engineer will utilize various business and operations tools to drive world-class sales and will lead business reviews with customers and partners, developing and implementing service maintenance service agreements with key channel partners.

Responsibilities

• Identify target markets and new customer segments to develop strategies for growing the service business.
• Effectively communicate with end users, distributors, system integrators, and various levels within the Universal Robots Company.
• Manage the allocated service sales budget, order booking, and long-term service contract execution on revenues.
• Collaborate with equipment sales processes to drive point of sales (POS) service offers and achieve high attach rates.
• Train and coach service sales representatives on service sales and customer care processes, setting targets and supporting the team in delivering results.
• Value position UR Care offerings and future value add offerings to customers and partners, delivering proposals to end users and working with influencers and decision makers to win multi-year service contracts.
• Coordinate service delivery in the region with field service engineers, tech support teams, remote service teams, and factory repair centers.
• Utilize various business and operations tools to drive world-class sales, including Salesforce and field service modules.
• Lead business reviews with customers and partners, developing and implementing service maintenance service agreements with key channel partners.
• Deliver high service levels to customers, demonstrated by repeat sales of service contracts, price gains yearly, and high customer satisfaction scores.

Requirements

• 5+ years of service sales experience in the industrial equipment industry.
• Experience selling service solutions and preventative service programs.
• Demonstrated consistent record of meeting or exceeding sales goals.
• Comfortable utilizing up-sell techniques via value and pain point based selling.
• Strong problem-solving, quantitative, and analytical skills with a proven ability to make data-driven decisions.
• Advocate for and support the customer while aligning to the objectives of UR.
• Manage and grow the business for established and new customers.
• Create and implement sales strategy using strategic sales tools and processes.
• Develop relationships at all levels within the customers' organization and within UR.
• In-depth knowledge of commercial compliance and risk management.
• Driven, clear thinking, collaborator, highly communicative, with people leadership and empathy.