Regional Sales Manager - IA Central

The Regional Sales Manager (RSM) is a key member of the leadership team and responsible for the development and/or implementation of sales strategies for Oxford Instruments (OI) in his/her assigned region which deliver rapid market share and revenue growth. The RSM promotes a performance-based culture and empowers reports (Territory Sales Managers) to be successful by seeking out coaching and improvement opportunities for team members as well as ensuring the proper structure and resources are available to them to successfully meet sale goals.  

The RSM will report directly to the Senior Vice President of Sales – Imaging & Analysis Americas while working very closely with regional and global team members in Sales Enablement, Marketing, Product Management, Service, and other departments as required. Additionally, this individual will collaborate with the Imaging & Analysis EM OEM/Channel manager to support EM OEM customers and indirect sales channels through their Territory Sales Managers’ field activity.

The RSM is responsible for ensuring the sales team is properly managing CRM with all required fields completed, information remaining current and up to date, and sales funnel details (such as close dates and dollars) accurate.  Additionally, the RSM will travel as needed, both within and outside of the assigned territory - including internationally, to attend various meetings, trainings, tradeshows, and conventions.

Ideal candidate profile >>>> This role is ideal for a dynamic, experienced professional with a blend of technical expertise, sales acumen, and strategic vision. The successful candidate will demonstrate exceptional leadership and drive, excelling in managing relationships, empowering Territory Sales Managers, and achieving ambitious growth targets.

Key Responsibilities:

Strategic Planning & Execution: Responsible for the achievement of regional unit and dollar budget set for each BU in the Imaging & Analysis Group. Development and execution of strategic business plans which produce rapid and sustainable growth. Ensure the sales team is highly focused on hunting activities and the identification of new sales opportunities through Territory Action Plans as well as other ongoing daily activities.

Sales Forecasting & Pipeline Management: Monitor and direct team members to ensure daily updates in CRM and consistent manner for both leads and opportunities. Utilize funnel calls to ensure CRM forecast is accurate at the specific opportunity and month level.

Sales Development & Coaching: Accountable for the performance of direct reports and their ongoing development at an individual level. Provide oversight and coaching to direct reports including regular skills/needs assessments, feedback, and coaching sessions. Ensure discounting is kept to a minimum with ongoing sales coaching on value selling and engagement at the opportunity level.

Market Development: Actively monitor local industry trends and competitor activity to enable proactive development of strategies to exploit opportunities and circumvent threats. Regularly travel with sales team members and meet with potential/existing customers as well as EM OEM partners. Cultivate key account, customer, and/or sector relationships to promote OI solutions. Support strategic relationships with various 3rd party companies/groups to create new opportunities and strategic partnerships. Attend shows and webinars as well as join relevant associations as needed to increase market awareness and sales.

Cross-Functional Collaboration: Actively seek out and support collaboration opportunities between I&A teams (Sales Enablement, Marketing, Operations, Product Management, etc) and other OI Business Unit sales channels.

Additional Responsibilities: Diligently manage business expenses, as well as those of direct reports, to minimize operational expenses. Other responsibilities and duties upon request. 

Indicative Performance Measures

• Meet/exceed Sales Goals at the Dollar and Unit level
• Year over year sales growth and improved profitability
• Establish a Performance Based Culture including OI30 Ways of Working behaviors
• Ongoing development and success of individual team members
• New opportunity generation and overall funnel health
• Forecast accuracy and CRM fidelity

Person Specification – Essential requirements unless stated

Compensation: In accordance with Massachusetts law, the expected salary for this full-time, benefited position is between $140,000 - $165,000 plus a management bonus. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.

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