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Nano Analysis Territory Sales Manager-Northeast Territory

Date:  Nov 13, 2021
Location: 

Concord, MA, US

Job Function:  Commercial
Business Unit:  NanoAnalysis

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.

 

About NanoAnalysis: 

Oxford Instruments NanoAnalysis provides leading-edge tools that enable materials characterisation and sample manipulation at the nanometre scale. Used on electron microscopes (SEM and TEM) and ion-beam systems (FIB), our tools are used for R&D across a wide range of academic and industrial applications including semiconductors, renewable energy, mining, metallurgy, and forensics. 

 

We are seeking a Territory Sales Manager (TSM) to join the NanoAnalysis team!   

 

About the Opportunity:

The Territory Sales Manager (TSM) - NanoAnalysis will be responsible for all sales actives in the Northeast territory for the NanoAnalysis portfolio and 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 numerous 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 dollars) 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.

 

Primary Purpose:
To meet and/or exceed OI unit and dollar based sales targets in assigned territory as well as ensuring all other OI strategic goals are achieved there in.

 

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.

 

 

Indicative Performance Measures

  • Meet or exceed Sales Targets/ Quotas
  • New Opportunity generation and overall funnel health
  • Minimize Discounting levels
  • Forecast accuracy and CRM fidelity
  • Timely completion of Performance and Development objectives

 

Education / Qualifications:

  • Bachelors in the 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 approximately 60% time, including occasional international travel.
    Professional Skills/ Abilities:
  • Electron Microscopy Experience is strongly preferred.
  • Possess a strong sense of urgency.
  • 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.
     

Personal Qualities:

  • 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.
  • Excellent communication skills in various formats (verbal, ppt, excel, etc.).
  • Able to accept feedback and modify approach as required.
  • Ability to bring teams of people together, creating alignment across functions.
  • 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.

 

 

#LI-EB1

 

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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