Loading...
Share this Job

Regional Imaris Sales Engineer - DC

Date:  Mar 25, 2021
Location: 

Concord, MA, US

Job Function:  Commercial
Business Unit:  Andor Technology

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.

 

Job Description

 

Date: August 2020

Job Title: Regional Sales Engineer, Imaris

Defined Territory: DC/Baltimore/Virginia

Reporting to: National Sales Manager, Imaris

FLSA: Exempt

 

Primary Purpose:

As a sales engineer, you will combine technical knowledge with sales skills to achieve sales targets and build strong territory presence and pipeline, developing the research market for Imaris products.

 

Essential Duties:

 

SALES (70%)

  1. Sell Imaris 3D/4D advanced image analysis software by providing information on the product and solutions to customers’ key endpoints 
  2. Support sales objectives by researching customers’ image analysis needs and providing solutions in a professional and effective manner
  3. Generate, qualify, and manage all sales leads, prospects, and new customer accounts to meet/exceed agreed team and individual sales objectives
  4. Develop new business relationships within the defined territory with key science centers and scientists as well as strengthening existing customer relationships
  5. Complete customer contact maps highlighting critical contacts in multiple functions
  6. Determine an action sales strategies and goals for each product and service. Manage designated sales leads, prospects, and customer accounts in a manner incumbent with agreed business objectives. Develop an annual Territory Plan to structure the year’s key business activities and objectives.  Follow-up all sales opportunities (direct and indirect) on a timely basis. Capture and document all pertinent information in the CRM system
  7. Provide support for existing channel partners
  8. Manage Key Account relationships and annual frame/blanket orders for annual consumption of repeat business orders.  This will include attention to Terms and Conditions of these orders, pricing negotiation, and obtaining regular forecasts from repeat renewal customers to monitor their renewal purchase rate.  Provide forecast data in support of company Sales & Operations Planning
  9. Coordinate efforts to determine specifications for customized products as required by customer needs.  Work closely with Imaris engineering and product management resources to ensure best solution for customers at best profitability.  Evaluate product and service offering in terms of customers technical needs and manufacturing. Provide answers to technical and commercial queries from customers
  10. Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required.
  11. Provide training to end users as a part of the pre-sales process. Demonstrate equipment to customers as required to facilitate the sale of products.
  12. Establish and maintain strong industry contacts that support both industry knowledge and lead to sales. Continually compile market information/intelligence on dedicated regions with a view to providing market feedback to assist in the shaping of future product development and company strategy.
  13. Work with regional staff, HQ, and other internal operations to establish a communication path with customer.
  14. Attend weekly/monthly/annual sales meetings and offer feedback and suggestions to improve product solutions. Represent and promote Imaris/Andor in a professional manner at tradeshows, workshops, and conferences within the territory
  15. Contribute to sales campaigns to increase productivity and sales
  16. Travel as required to meet and develop sales targets which is expected to be a minimum of 25% of time.
  17.  Other duties as required

 

TECHNICAL (20%)

  1. Provide answers to pre-sales technical and commercial queries from direct research customers
  2. Perform customized demonstrations of Imaris software in a manner tailored for customer’s specific scientific endpoints
  3. Continually compile market information/intelligence from the territory with a view to providing market feedback to assist in the shaping of future company strategy and product development
  4. Evaluate product and service marketability in terms of customer’s technical needs
  5. Conduct user group meetings and training workshops in 3D/4D visualization and participate in advanced optical microscopy/image analysis courses as commercial faculty
  6. Maintain up-to-date understanding of industry and scientific trends and technical developments that impact target markets
  7. Communicate optimized solutions to customers via live online screensharing sessions or application notes that concisely and clearly describe the steps taken to arrive at the solutions.

 

TRAINING (10%)

  1. Conduct recurring product training to channel partners and end users as required to support sales objectives.

 

 

 

Personal Specification

 

 

Essential Criteria

Desirable Criteria

Training and Education

Bachelor’s degree in life science or engineering discipline (e.g. biology, neuroscience, or computer science/ engineering)

Advanced degree (M.S/Ph.D.) in life science or engineering discipline (e.g. biology, neuroscience, or engineering)

 

Experience

Minimum 2 years’ experience in a senior field sales role.  Minimum 4 years sales experience. Exceptional candidates without sales experience may be considered.

 

Successful experience in technical sales involving high-end microscopy imaging products

 

Strong background in business development, including relationship building, contract and terms review, complete customer interaction with multiple departments and functions

Research sales experience.

 

Sales experience in Life Science markets

 

Proven success in key account relationship management

 

Working with highly flexible software that enables users to come up with creative solutions. (e.g. Arivis, DRVision, Amira/Avizo, NeuroLucida/StereoInvestigator, DRvision, ImageJ/Fiji, programming experience with MATLAB/Python/C++)

 

In-depth knowledge of confocal (or other types of) microscopy

 

Prior experience working as an application scientist or technical support for an advanced scientific product.

Behavioural Skills and Competencies

Results-oriented, able to work on own initiative.

 

Strong technical knowledge and ability to communicate technical information in concise and understandable manner.

 

Excellent oral/written communication skills which are adapted to customers with varied levels of expertise.

 

Well-developed presentation skills both one on one and in front of a large group of audience.

 

Excellent customer relationship management and ability to build good business relationships across a wide variety of cultures and personalities.

 

Strong interpersonal skills and pleasant personality.

 

Advanced problem-solving ability to develop solutions for customers’ applications.

 

Personality that embraces intellectual challenges.

 

Fluent in all Microsoft Tools including Word, Excel, PowerPoint, Outlook.

 

Proficiency in MAC and/or PC

 

Great team player.

 

 

Customer Focus

Takes ownership of customer problems and issues, works to resolve them and see them through to resolution.

 

Establishes relationships with customers and strengthens this through clarity and competence.

 

Is flexible, does “the right thing” and spends time understanding and meeting customer needs.

 

Applies relevant knowledge of current customers to grow the business.

 

Motivation & Drive

 

Has a positive attitude that fosters a pro-active ethos in the rest of the team and department.

 

Creates a climate in which people want to do their best.

 

Is ambitious for the business and the future of Imaris.

 

Takes on challenges willingly and in an assured and confident manner.

 

Special Circumstances

Travel minimum of 25% of working time expected

Able to work outside core hours when required.

Able to work from a home office with disciplined work ethic.

 

 

 

 

 

 

 

#LI-MR1

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

 

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.

#LI-MR1


Nearest Major Market: Boston