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MR Regional Sales Manager - Americas

Date:  Feb 17, 2021
Location: 

Concord, MA, US

Job Function:  Commercial
Business Unit:  Magnetic Resonance

At Oxford Instruments, we enable the world’s leading industrial companies and scientific research communities to image, analyse and manipulate materials down to the atomic and molecular level. With a sixty-year history, and fourteen Queen’s Awards for Enterprise, our world-class products and technologies are helping our customers to address the greatest challenges of the 21st century.

 

At Oxford Instruments Magnetic Resonance, we provide benchtop NMR solutions. These include NMR spectrometers that accelerate academic and industrial research and NMR time domain analysers that optimise quality control in the food, agriculture, polymers, textiles and chemicals industries.

 

 

The successful candidate will promote our Magnetic Resonance business, supporting our new and existing customers to position Oxford Instruments as their preferred partner. This is an exciting opportunity to join a fast moving, passionate and dynamic team. You will be solving challenges for leading research scientists with our cutting edge spectroscopy technology and helping companies across many industries improve their manufacturing yield and quality.  In addition, Oxford offers the opportunity build and lead US Sales team while receiving mentorship and support toward continued growth in your own career, including opportunities grow across other Business Units within Oxford Instruments.

 

Role Details

 

Role:

 

OIMR Regional Sales Manager, Americas

 

Business, Location:

 

 

Concord, MA

Direct Reports:

2

FLSA:

Exempt

 

Reports to:

 

Sales Director, UK

 

 

Primary Purpose:

 

Apply sales leadership and management to achieve agreed regional bookings targets whilst maximizing profitability through optimizing regional coverage, key account management, market segment focus, and efficient sales pipeline management for the USA, Canada, and Latin American markets. Develop and optimize direct and Channel Partner coverage, nurturing our new and existing customers, to position Oxford Instruments as their preferred partner. As a player/coach, this role additionally involves direct sales of Spectroscopy Products across a territory within the US.

 

Key Responsibilities

 

  • Develop, implement, and own business plans to achieve agreed financial targets and Key Performance Indicators within the region
  • Optimize territory sales coverage through direct sales activities and third-party distribution channels for Oxford Instruments NMR based spectroscopy, time domain and rock core product families
  • Appoint and manage distributors and agents as required to drive territory business growth and profitability
  • Execute local launches of new products
  • Develop and execute plans to penetrate and grow business in key market segments  
  • Implement best in class regional Key Account Management
  • Apply best practice CRM use to ensure accurate sales forecasts and comprehensive leads and opportunities management. Analyze CRM data and associated analytics to take evidence-based business decisions
  • Build and maintain customer relationships to create regional key opinion leader advocates
  • Build relationship with the Global Sales and Service Team and other Oxford Instruments Business Units to create and implement value added cross-selling strategies
  • Work with our sales and marketing teams to provide feedback on our competitive position in the market and product/market intelligence.
  • In combination with regional and global marketing teams, manage an effective program of physical and virtual events, delivering “at event” leadership to maximize leads   
  • Consistently project a professional and competent image of Oxford Instruments and its products
  • Always operate in accordance with health and safety at work legislation
  • Other duties as required

 

Indicative Performance Measures

 

  • Achievement of annual budgeted orders and profitability
  • Product market share and growth
  • Effective Channel Partner management
  • Key Account Management
  • Demonstrable improved selling capability in OIMR
  • Sales forecast data and accuracy

 

 

Person Specification – Essential requirements unless stated

 

Education / Qualifications:

 

  • Relevant technical degree or equivalent experience in a similar role
  • Sales management experience

Professional Skills/ Abilities:

 

  • Ideally will have worked in a role with a similar customer base and product range/capability
  • Key Account and Channel Partner Management experience highly beneficial
  • Able to attain customer needs efficiently
  • Skilled at growing business networks, holding respect of peers, clients, and competitors alike
  • Willing and able to travel extensively within territory and to attend regional, national, and international meetings outside of your territory as required from time to time
  • Possess a current and valid driver’s license and passport (or ability to obtain passport)
  • High level knowledge of MS Office, in particular Excel and PowerPoint
  • Miller Heiman training a plus

 

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 talk or hear.  The employee frequently is required to stand; walk; sit; and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms.  The employee must occasionally lift and/or move up to 20 pounds.  Specific vision abilities required by this job include close vision, distance vision, 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.

The noise level in the work environment is usually moderate.

 

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Oxford Instruments is an affirmative action and equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Oxford Instruments is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, please contact Human Resources, ConcordHR.HelpDesk@oxinst.com, 978-405-1119

 

Note to recruitment agencies: Oxford Instruments operates a Preferred Supplier List, and we do not accept unsolicited agency CVs. Please do not forward candidate details in response to this advert, or to any Oxford Instruments employees or other company locations. Oxford Instruments is not responsible for any fees related to unsolicited CVs.

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