Territory Sales Manager-NA

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Territory Sales Manager-NA

Date: Jul 26, 2024
Location:

CA, US
Job Function: Commercial
Business Unit: NanoAnalysis

How we work

We’re committed to being the leading provider of high-tech products and services for the world’s most important industrial and scientific research communities. Our people are vital to our success. We strive to offer the opportunities that will attract, motivate and retain the very best talent in our sector. This involves creating an inclusive environment and culture, where difference is valued and people are recognized for what they deliver and bring to the team.

Empowering People to Make a Difference

We don’t wait for change to happen. We enable it. That’s why we aim to create the best working environment and culture for our people to thrive. We share the same goals and value diversity of thought, perspective and experience. With a focus on the ongoing development, engagement and wellbeing of our people, we know we will continue to exceed customer expectations and drive change for the future.

About the Opportunity:

The Territory Sales Manager (TSM) – NanoAnalysis is responsible for all sales activities in his/her territory for the NanoAnalysis portfolio and is charged with the responsibility of 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 partners throughout the sales process. This individual will work closely with the Regional Sales Manager to build territory action plans which will provide a clear path to sales success as well as partner with Service, Marketing, Applications, and other Oxford Business Unit sales reps in this pursuit.

In addition, the TSM is required to properly manage CRM ensuring all required fields are completed, the information is current and up to date, and sales funnel information (such as close dates and opportunity details) is accurate. The TSM will travel as needed, both within and outside of the assigned territory – including internationally, to attend various meetings, trainings, tradeshows, and conventions. The NA territory includes: S. CA, AZ, UT, NV & HI.

Key Responsibilities:

• Vigorously focus on hunting activities and the identification of new sales opportunities.

• Develop a strong working relationship will all OI OEM partners in assigned territory.

• Regularly travel to meet with potential and existing customers as well as participate in installations.

• Actively monitor local industry trends and competitor activity to enable proactive development of strategies to exploit opportunities and circumvent threats.

• Develop strategic relationships with various 3rd party companies/groups to create new opportunities.

• Prospect various funding agency, government, association, and customer websites for recently awarded grants and awards.

• Prospect webpages, LinkedIn, associations, etc. to identify potential new customers.

• Daily updates to the CRM system to ensure all information is accurate and up to date.

• Ongoing relationship management with existing customers.

• Proactively monitor funnel ensuring ample opportunity exist to meet sales targets.

• Accurately forecast orders at the specific opportunity and month level.

• Attend various trade shows and conventions as well as internal and external sales meeting as required.

• Utilize video conferencing, remote demonstrations, etc. whenever possible to advance opportunities.

• Actively seek out collaboration opportunities with OI Business Unit sales channels beyond NanoAnalysis.

• Utilize a value selling sales approach to fully leverage all OI has to offer to win sales with minimal discounting.

• Maintain expert level technical knowledge for the NanoAnalysis portfolio of products.

• Maintain a high degree of collaboration with Application and Service as well as participate in numerous installations and customer trainings.

• Diligently manage expenses and travel planning to minimize operation expenses.

• Other responsibilities and duties upon request.

About the Candidate:

The right candidate for this role will have a Bachelors in the Materials Sciences, Engineering, Chemistry, Physics, or other relevant area preferred, with a minimum of 5 years Sales experience in the scientific space, and in depth experience of relevant technologies, customers, and markets. Electron Microscopy Experience is strongly preferred for this position and the ability to travel approximately 60% time is reqiured, including occasional international travel. To be sucessful in this position, the right candidate must be highly driven and possess a strong sense of urgency.

Additional Qualifications:

• Miller Heiman sales training preferred.
• Ability to demonstrate a strong understanding of, and successful track record in, technical sales.
• Possess a professional network and toolset enabling immediate results.
• Experience developing and implementing territory specific sales strategies to achieve goals.
• Scientific background or knowledge of the scientific market.
• Extensive experience with CRM platforms; preferably SAP CRM.
• Ability to give sales presentations and share technical information in an easy to understand format.
• Ability to communicate and operate as a cross-functional team with sales, service, applications, and other departments.
• Highly developed commercial understanding.
• Ability to multi-task in a dynamic, fast-paced environment.
• Desire and capability to work well in a team environment.
• Possess the ability and drive to get things done quickly with high levels of energy and resilience.
• Highly organized with a strong affinity for detail..
• Able to accept feedback and modify approach as required.
• Ability to bring teams of people together, creating alignment across functions.
• Ability to build effective working relationships both internally and externally across all parts of the business.

Salary: In accordance with California law, the expected base salary for this position is between $110,000 – $120,000. The actual compensation will be determined based on experience and other factors permitted by law.

Oxford Instruments Perks and benefits:

• Generous benefit packages – We offer our employees competitive health insurance options, including Medical, Dental, and
  Vision plans.
• Our 401k program has options for saving both pre- and post-tax dollars for retirement.
• Paid Time Off (PTO) Work-life balance is a key part of our company culture here at OI, and we know that our employees do their best work when they can take the time they need to rest and recharge. Employees start with 4 weeks of PTO which is accrued each pay period.
• Holidays – We recognize 12 holidays this year
• In addition to all the standard PTO options, OI proudly offers a generous and progressive paid family leave policy.
• Professional Development – OI supports you and your professional development with $5,250 available in annual tuition reimbursement after 6 months of service.

Applicants must be authorized to work for ANY employer in the US. We are unable to sponsor or take over sponsorship of employment Visa for this role at this time. Must be a US citizen or Green Card holder.

Note to recruitment agencies: Oxford Instruments does not accept agency CV’s. Please do not forward details to our jobs alias, Oxford Instruments employees or any other company location. Oxford Instruments is not responsible for any fees related to unsolicited CV’s.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, this employer is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including terminating your employment. Employers can only use E-Verify once you have accepted a job offer and completed the I-9 Form.

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