Business Development Director

SUMMARY

YASKAWA is seeking a Robotics Business Development (BD) Manager to join our team! As a world leader in Robotics and Automation Systems, YASKAWA has more than 150 distinct industrial arms, Delta and SCARA robot models, plus a full-line of pre-engineered "World" solutions that are complete application-specific robotic systems that include robot, process and safety equipment. Combined with our sister and partner companies, we support robotic solutions throughout the world.

Responsible for identifying new business opportunities, building strategic partnerships, and increasing YASKAWA's market share within the robotics industry for robot products including a new AI autonomous robot platform. This is a senior level director position within the Yaskawa Motoman organization. The position will require strategic thinking, knowledge of end-user operations and business challenges, and familiarity with automation technologies/systems.

ESSENTIAL DUTIES AND RESPONSBILITIES include the following. Other duties may be assigned.

- Drive adoption of YASKAWA's products within the robotics ecosystem.

- Develop a partner network across robotics OEMs, and systems integrators to drive demand for our NEXT-Generation Industrial Robot with AI and Autonomy.

- Build strategic relationships within the industry and implement go-to-market strategies aligned with company goals. Foster strong collaboration among partners within the robotics landscape.

- Collaborate with major internal functional areas (engineering, sales, marketing, executives to garner resources needed to be successful).

- Drive short and long-term revenue opportunities. Forecast and deliver revenue goals. Contribute to high-profile industry events and meetups.

- Provide feedback on product development needs from customer engagements and implementations.

- Continuously seek opportunities to showcase customer success, working with marketing to package success stories and participate in launches and events

- Work with other departments within Yaskawa to coordinate product development, training, and marketing outreach

- Perform Market / Competitive Analysis to define “Target Accounts” by end user and integrator

- Provide guidance on teaming/partner relationships that will represent alternative means of gaining access to accounts and in building additional streams of business within the segment

- Serve as the primary representative for Yaskawa Motoman in related industry events, councils, and other associations/activities.

- Frequent travel is required. Must have a valid driver’s license and full coverage automobile insurance.

QUALIFICATIONS

- 10+ years of experience in Robotics, AI, and/or Autonomous Digital Twins applications.

- Knowledge of robotics applications, including AI models training, simulation, embedded solutions, etc.

- Familiarity with robotic hardware platforms, including actuators, sensors, and control systems.

- Strong communication skills to manage relationships with key technical developers in AI development communities; ability to lead and interact with cross-functional team members to achieve project tasks and goals.

- Experience in developing and executing sophisticated sales strategies across multiple organizations.

- Experience in qualifying new customers to enable high-growth revenue opportunities, product alignment, decision-making, etc.

- Flexible and resilient problem solver. Fluency in spoken and written English for worldwide communication.

EDUCATION and/or EXPERIENCE

Minimum of a bachelor’s degree in engineering or computer science and 15 plus years related sales experience/history of performance in the industry. Master’s degree preferred.

OTHER SKILLS AND ABILITIES

Must have excellent verbal and written communication skills. Must be able to influence customer purchasing decisions. Planning, coordination, training experience required. Must possess strong negotiation and conflict resolution skills. Must have an expert technical foundation reinforced with a good understanding of strategic business and legal issues. Must have robotic experience in pick/pack/pal applications. Must demonstrate ability to solve practical problems and deal with variables in situations where only limited standardization exists. Must foster cross-department relationships and network with internal resources. Must have computer skills required to create and perform presentations.

Other attributes which are desired, but not required, include being recognized in the industry as a result of participation in industry associations or committees, noted speaking roles and/or expertise, and other accomplishments that serve as a credit to the individual’s knowledge of and reputation within this market segment.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel objects, tools, or controls; and talk or hear. The employee is occasionally required to stand and walk. The employee may occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts, risk of electrical shock, UV exposure, fumes, spark and heat.

The noise level in the work environment is usually moderate.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.