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Sales Specialist - NanoAnalysis

Date:  Nov 15, 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.

 

Oxford Instruments America Inc., NanoAnalysis group is the market leader in analytical equipment accessories for scanning electron and transmission electron microscopy. Technologies include energy dispersive x-ray analysis, wavelength x-ray analysis and electron backscatter diffraction. We have an immediate vacancy for a Sales Specialist with strong technical sales and business development skills.

 

Come Join Our Team!

 

Role Details:
Business, Location:     Concord, MA. (Remote position)
Role:     Sales Specialist (SS) – NanoAnalysis  
Reports to:    Regional Sales Manager 
Key relationships:    Current/Potential Customers and OEMs as well as team members in Sales (both within NanoAnalysis and other OI Business units), Service, Marketing, and Applications.
Primary Purpose:    To meet and/or exceed OI unit and dollar based sales targets in the Americas for a subset of the NanoAnalysis EDS portfolio.
    
The Sales Specialist (SS) - NanoAnalysis is responsible for the development, and execution of, sales strategies for the low-cost threshold EDS solutions in the Americas which deliver rapid market share growth. The SS is charged with the responsibility of meeting or exceeding assigned Oxford Instruments (OI) Sales Targets for this portion of the NanoAnalysis portfolio. Additionally, the SS is expected to be able to drive every aspect of the sales process from lead generation and opportunity development to performing a technical demonstration independently and closing sales as required.


The SS will work in a matrix organization, report directly to the Regional Sales Manager while working very closely with the Vice President of Sales - Americas, Materials Analysis as well as global Marketing and Product Management resources. This individual will also work in close collaboration with the Territory Sales Managers as well as work to build strategic relationships with current and new customers and OEM partners.  


In addition, the SS 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.  Additionally, the SS will travel as needed, both within and outside of the assigned territory - including internationally, to attend various meetings, trainings, tradeshows, and conventions.


Key Responsibilities: 
•    Development and execution of a strategic business plan which produces rapid and sustainable growth.
•    Work collaboratively with the existing NanoAnalysis salespeople in a team selling environment.
•    Responsible for the achievement of the entry level EDS unit and dollar budget set for the US and Canada.
•    Develop a strong working relationship with all OI OEM partners in assigned territory as well as strategies to increase sales through these channels.
•    Cultivate Key Account, Customer, and/or Sector relationships to promote OI solutions.
•    Regularly travel to meet with potential and existing customers/OEMs as well as participate in installations.
•    Perform demonstrations independent of the Applications Team.
•    Host workshops and webinars for both colleagues and customers alike.
•    Collaborate with Marketing, Product Management, and Sale Leadership to create collateral and execute marketing campaigns. 
•    Attend shows and webinars as well as join relevant associations to increase market awareness and sales.
•    Vigorously focus on hunting activities and the identification of new sales opportunities, target market, customer types, and/or sectors OI can serve.
•    Diligently manage expenses and travel planning minimize operation expenses.
•    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 and strategic partnerships.
•    Daily updates to the CRM system to ensure all information is accurate and up to date. 
•    Accurately forecast orders at the specific opportunity and month level.
•    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 low-cost threshold NanoAnalysis portfolio of products.
•    Maintain a high degree of collaboration with Application and Service as well as participate in numerous installations and customer trainings.
•    Other responsibilities and duties upon request. 

 

Indicative Performance Measures
•    Develop and successfully execute Strategic Growth Business Plan
•    Meet or exceed Sales Targets/ Quotas
•    Increase OEM relationships and sales performance
•    New Opportunity generation and overall funnel health
•    Minimize Discounting levels
•    Forecast accuracy and CRM fidelity 

 

Person Specification – Essential requirements unless stated

Education / Qualifications:    •    Bachelors in the Materials Sciences, Chemistry, Physics, or other relevant area preferred.
•    3-5 years Technical Sales experience in the scientific space.
•    3-5 years of Business Development and/or Product Management experience preferred.
•    In depth experience of relevant technologies, customers, and markets. 
•    Ability to travel approximately 60% time, including international travel.

 

Professional Skills/ Abilities:
    •    Electron Microscopy Experience is strongly preferred (preferably with EDS).
•    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.
•    Capability to learn technical information quickly as well as perform technical demonstrations as required.
•    Possess a professional network and toolset enabling immediate results.
•    Experience developing and implementing business plans as well as supporting strategies to achieve growth goals.
•    Scientific background or knowledge of relevant scientific markets.
•    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.

 

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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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