Territory Sales Manager
Concord, MA, US
About Oxford Instruments
Our purpose is to accelerate the breakthroughs that create a brighter future for our world. Our technology and scientific expertise enable our customers to discover and bring to market exciting new advances that drive human progress. We aim to be the scientific instrumentation partner in every significant lab and production facility across the world.
Oxford Instruments Asylum Research is manufacturer of nanotechnology instrumentation for industry and research. Specifically, we design, build and sell Atomic Force Microscopes (AFM) which are used to analyze material topography, elasticity, conductivity and other properties.
We are part of the wider Oxford Instruments Group that also includes Andor Technology, NanoScience, Plasma Technology and X-Ray Technology. 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.
We want to empower our employees so that they innovate, support our growth and improve our productivity. We support them to make the right decisions and reach their full potential as they develop their careers at Oxford Instruments. Our ways of working are lived every day and are as follows:
We start with the customer
- We succeed by being focused
- We make and keep our promises
- We work together as one team
We help and trust each other to succeed
Role: Territory Sales Manager
Location: US, Northeast
Reports to: Regional Sales Manager
Primary Purpose: As a territory sales manager, you will combine technical knowledge with sales skills to achieve sales targets and build strong territory presence and pipeline, developing the Physical Science Research market for Oxford Instruments-Andor products.
Key tasks and duties:
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Generate, qualify, and manage all sales leads, prospects and new customer accounts to meet/exceed agreed team and individual sales objectives. |
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Identify new markets and customers. |
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Strengthen existing customer relationships and develop new business relationships within the defined territory. Complete territory mapping highlighting critical accounts and contacts and high impact activities. |
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Determine and 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 Andor CRM tool. |
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Manage Key Account relationships, including pricing negotiation, terms & conditions, and providing forecast data in support of company Sales & Operations Planning. |
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Coordinate efforts to determine specifications for customized products as required by customer needs. Work closely with Andor engineering and product management resources to ensure best solution for customers at best profitability. |
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Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required. |
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Provide training to end users. Demonstrate equipment to customers as required to facilitate the sale of products. |
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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. |
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Person Specifications (essential requirements unless stated):
Training and Education:
- Essential: Bachelor’s Degree or equivalent in a science, engineering or business discipline.
- Desirable: Experience with spectroscopy or other physical science instrumentation.
Essential experience:
- Minimum 2 years’ experience in a senior field sales role or 4 years sales experience.
- Experience in selling or supporting technical and high-value products in the physical science field.
- Strong background in business development, including relationship building and complete customer interaction with multiple departments and functions.
Desirable experience:
- Physical science sales experience, including spectroscopy.
- Proven success in key account relationship management.
Behavioural skills and competencies:
- Results-oriented, able to work on own initiative.
- Able to build good business relationships across a wide variety of cultures, functions, and personalities.
- Strong technical knowledge and ability to communicate technical information in concise and understandable manner.
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 Andor Technology.
- Takes on challenges willingly and in an assured and confident manner.
Special circumstances:
- Travel minimum of 40% of working time expected, including overnight travel 30%. Occasional International travel.
- Able to work outside core hours when required.
Able to work from a home office with disciplined work ethic.
Nearest Major Market: Boston