Regional Sales Manager - Remote

About Us

Oxford Instruments plc is a leading provider of high technology products and services to the world's leading industrial companies and scientific research communities. Our core purpose is to support our customers to address some of the world's most pressing challenges, enabling a greener economy, increased connectivity, improved health and leaps in scientific understanding. We are proud to be recognised as the leaders in what we do and for the difference we make in the world. This is an exciting time to join our growing team!  

Why Andor?

Andor Technology is the global leader in the pioneering and manufacturing of high performance light measuring solutions, bringing together the latest developments in sensors, electronics, optics and software. Our ground-breaking low light imaging cameras, spectroscopy solutions and microscopy systems are being used to develop cures for cancer, explore deeper into space and examine clean energy sources. We are among the world’s most innovative companies in the Photonics industry, measuring light down to a single photon and capturing events occurring within 1 billionth of a second. With over 70 unique product solutions, 10,000 customers in 55 countries and 15 offices worldwide including China, Japan and the USA, Andor is devoted to supporting the greatest scientific advancements of our age.

How we work

We’re committed to being the leading provider of high-tech products and services for the world’s most important industrial and scientific research communities. Our people are vital to our success. We strive to offer the opportunities that will attract, motivate and retain the very best talent in our sector. This involves creating an inclusive environment and culture, where difference is valued and people are recognized for what they deliver and bring to the team.

Empowering People to Make a Difference

We don’t wait for change to happen. We enable it. That’s why we aim to create the best working environment and culture for our people to thrive. We share the same goals and value diversity of thought, perspective and experience. With a focus on the ongoing development, engagement and wellbeing of our people, we know we will continue to exceed customer expectations and drive change for the future.

About the Opportunity: 

The Regional Sales Manager (RSM) – Research Sales, Americas is a key member of the leadership team and responsible for the development and/or implementation of sales strategies for Oxford Instruments (OI)-Andor in his/her assigned region which deliver rapid market share and revenue growth. The RSM promotes a performance-based culture and empowers reports (Technical Sales Representatives) to be successful by seeking out coaching and improvement opportunities for team members as well as ensuring the proper structure and resources are available to them to successfully meet sales goals.  

The RSM will report directly to the Head of Sales – Andor Americas, while working very closely with regional and global team members in Marketing, Product Management, Operations, Service, Applications and other departments as required. Additionally, this individual will work closely with key customers and manage ongoing relationships with these groups at a leadership level. Where required, the RSM will also provide oversight of indirect sales channels.

The RSM is responsible for ensuring the sales team is properly managing CRM with all required fields completed, information remaining current and up to date, and sales funnel details (such as close dates, values, stage) are accurate.  Additionally, the RSM will travel as needed, both within and outside of the assigned territory - including internationally, to attend various meetings, trainings, tradeshows, and conventions.

Key tasks and duties:

• Responsible for the achievement of regional sales target for Research-Physical Science product and service sales
• Accountable for the performance of direct reports and their ongoing development at an individual level.
• Regular reporting to business leadership related to forecast, team performance, strategy, and business needs.
• Development and execution of a strategic business plans which produce rapid and sustainable growth.
• Provide oversight and coaching to reports including regular skills/needs assessments and feedback sessions.
• Ensure the sales team is highly focused on hunting activities and the identification of new sales opportunities through Territory Action Plans as well as other ongoing daily activities.
• Monitor CRM to ensure reports are updating data in a “real time” and consistent manner for both leads and opportunities.
• Utilize forecasting calls to ensure CRM forecast is accurate at the specific opportunity and month level.
• Ensure discounting is kept to a minimum with ongoing sales coaching and engagement at the opportunity level.
• Support strong, collaborative, relationships with distribution partners through frequent communication to ensure the sales goals of both parties can be achieved.
• Cultivate Key Account, Customer, and/or Sector relationships to promote OI-Andor solutions.
• Regular travel with sales team members and meet with potential/existing customers as well as distribution partners.
• Actively monitor local industry trends and competitor activity to enable proactive development of strategies to exploit opportunities and circumvent threats.
• Attend shows and webinars and join relevant associations to increase market awareness and sales.
• Actively seek out collaboration opportunities between Andor and other OI Business Unit sales channels.
• Diligently manage business expenses, as well as those of direct reports, to minimize operation expenses.
• Other responsibilities and duties upon request.

About YOU:

The right candidate for this role will have a Bachelors in the Materials Sciences, Chemistry, Physics, or other relevant area, a Graduate degree (MS, PhD) in relevant is preferred;  3+ years Technical/Scientific Sales experience and  2+ years of Sales Management experience; In depth experience of relevant technologies, customers, and markets; Miller Heiman sales training preferred;  with the a bility to travel approximately 60%, including occasional international travel
.

Addditionl Qualifications:

•    Sales experience within physical science research market including chemical & material analysis, quantum physics, high energy detection, combustion/plasma, astronomy. 
•    Scientific background or strong knowledge of academic and government research customers’ needs and key drivers.
•    Possess a strong sense of urgency.
•    Ability to demonstrate a strong understanding of, and have a successful track record in, technical sales.
•    Capability to learn technical information quickly.
•    Possess a professional network and toolset enabling immediate results.
•    Experience developing and implementing business plans as well as supporting strategies to achieve growth goals.
•    Extensive experience with CRM platforms. 
•    Ability to communicate and operate as a cross-functional team with sales, service, applications, and other departments.
•    Possess highly developed commercial understanding.
•    Ability to multi-task in a dynamic, fast-paced 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.
•    Ability to build positive and effective working relationships both internally and externally across all parts of the business.
•    Willing and able to travel domestically and overseas as required without restriction, subject to normal visa requirements. 

Oxford Instruments Perks and benefits:

• Generous benefit packages - We offer our employees competitive health insurance options, including Medical, Dental, and Vision plans. 
• Our 401k program has options for saving both pre- and post-tax dollars for retirement.
• Paid Time Off (PTO) Work-life balance is a key part of our company culture here at OI, and we know that our employees do their best work when they can take the time they need to rest and recharge. Employees start with 4 weeks of PTO which is accrued each pay period. 
• Holidays - We recognize 12 holidays this year
• In addition to all the standard PTO options, OI proudly offers a generous and progressive paid family leave policy.
• Professional Development - OI supports you and your professional development with $5,250 available in annual tuition reimbursement after 6 months of service.

Applicants must be authorized to work for ANY employer in the US. We are unable to sponsor or take over sponsorship of employment Visa at this time for this position.

Oxford Instruments Company is an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, national origin, disability or protected veteran status. EOE/M/F/D/V

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, this employer is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including terminating your employment. Employers can only use E-Verify once you have accepted a job offer and completed the I-9 Form.

Note to recruitment agencies: Oxford Instruments does not accept agency CV’s. Please do not forward details to our jobs alias, Oxford Instruments employees or any other company location. Oxford Instruments is not responsible for any fees related to unsolicited CV’s

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