Territory Sales Manager

Why Oxford Instruments?

Our purpose is to accelerate the breakthroughs that create a brighter future for our world. Our technology and scientific expertise enable our customers to discover and bring to market exciting new advances that drive human progress. We aim to be the scientific instrumentation partner in every significant lab and production facility across the world. Our people and culture are vital to our success. We strive to offer the opportunities that will attract, engage, motivate and develop the very best talent. This involves creating an inclusive environment and culture where difference is valued and people are recognised for what they deliver and bring to the team.

We want to empower our employees so that they innovate, support our growth and improve our productivity. We support them to make the right decisions and reach their full potential as they develop their careers at OI. Our ways of working are lived every day and are as follows:

• We start with the customer
• We succeed by being focused
• We make and keep our promises
• We work together as one team
• We help and trust each other to succeed

Applicants must be authorized to work for ANY employer in the US. We are unable to sponsor or take over sponsorship of employment Visa at this time.

Role: Territory Sales Manager / Imaging Systems - AFM & Raman

Location: CA, remote

Reports to: Regional Sales Manager 

Primary Purpose: The Territory Sales Manager (TSM) is responsible for OI portfolio sales into assigned markets / accounts and meeting or exceeding all assigned Oxford Instruments (OI) Sales Targets. The TSM will serve as the primary point of contact for existing and potential new customers as well for Oxford Instruments OEM/channel partners, where relevant, throughout the sales process. The territory encompasses the west coast including CA, OR, WA, AZ, NV, UT, and ID.

Key tasks and duties:

1. Sales Prospecting and Lead Management: Identify, qualify, and manage sales leads and new customer accounts to meet or exceed individual and team sales objectives. This includes prospecting via online platforms, associations, and funding agency resources.
2. Own the numbers: Develop and execute sales strategies to identify new opportunities, close deals, and achieve sales targets. Proactively monitor the sales funnel to ensure sufficient opportunities are in place to meet goals.
3. Customer Relationship Management: Build and maintain strong relationships with current and prospective customers, strengthening existing partnerships and developing new opportunities within the assigned territory.
4. OEM Partner Collaboration (where relevant): Develop and maintain productive relationships with OEM partners in the assigned territory to enhance business opportunities and ensure alignment with company objectives.
5. Market Intelligence and Competitive Analysis: Actively monitor industry trends, competitor activities, and market developments to identify opportunities, mitigate risks, and provide insights for shaping company strategies.
6. Accurate Forecasting and CRM Management: Maintain accurate sales forecasts, update CRM systems daily, and ensure all customer and opportunity information is up to date to support effective business operations and decision-making.
7. Customer Engagement and Training: Work closely with application specialists and regional marketing to facilitate workshops, customer events, demonstrations, training, and technical support to customers as needed to drive sales and enhance customer satisfaction. Follow playbook(s) to ensure all resources and internal partners are available and aligned, and the customer has a positive experience with all OI team members involved.
8. Collaboration with Internal Teams: Work closely with application specialists, service teams, and engineering/product management to deliver customized solutions and ensure successful product installations and customer training.
9. Travel and Expense Management: Travel regularly to meet customers, attend trade shows, and participate in customer installations while diligently managing travel and operational expenses.
10. Value-Driven Sales Approach: Leverage a consultative, value-based selling methodology to maximize customer satisfaction, minimize discounting, and fully utilize the company’s product portfolio and resources to close sales.

Person Specifications (essential requirements unless stated):

Education/Qualifications: 

• Bachelors in Materials Sciences, Chemistry, Physics, or other relevant area preferred.
• 3-5 years Sales experience in the scientific space.
• In depth experience of relevant technologies, customers, and markets.
• Ability to travel 50% time including occasional international travel

Professional Skills/Abilities:

• Raman and AFM experience strongly preferred
• Strong background in technical sales including relationship building and complete customer interaction with multiple departments and functions.
• Possesses a professional network and toolset enabling immediate results.
• Extensive experience with CRM platforms, preferably SAP CRM

• Ability to give sales presentations and share technical information in an easy-to-understand format.

Personal Qualities:

• Results-oriented, able to work on own initiative with a strong sense of urgency
• Desire and capability to work well in a team environment
• Strong collaborator, who follows assigned processes (playbooks), and is able to garner support from teammates and internal stakeholders while maintaining positive, professional relationships.
• Highly organized with a strong affinity for detail
• Excellent communication skills in various formats (verbal, ppt, excel, etc.)
• Willing and able to travel domestically and overseas as required without restriction, subject to normal visa requirements 
• Ability to build effective working relationships both internally and externally across all parts of the business

Compensation: In accordance with Masschusetts law, the expected salary for this full-time benefited position is between $110,000 - $130,000 plus commission. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.

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