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Research Sales Engineer -West/Southwest

Date:  Nov 21, 2022

US CA, US Remote, US

Job Function:  Commercial
Business Unit:  Andor Technology

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.


About the Opportunity:  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 Andor products. You will generate, qualify, and manage all sales leads, prospects and new customer accounts to meet/exceed agreed team and individual sales objectives, strengthen existing customer relationships and develop new business relationships within the defined territory. Complete customer contact maps highlighting critical contacts in multiple functions and identify new markets and customers.


Key Responsibilities:

  • 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, Sales Logix.
  • 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 Annual Order customers to monitor their consumption pace.  Provide forecast data in support of company Sales & Operations Planning.
  • 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.  Evaluate product and service offering in terms of customers technical needs and manufacturing. Provide answers to technical and commercial queries from customers.
  • Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required.
  • Provide training to end users. Demonstrate equipment to customers as required to facilitate the sale of products.
  • 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.



About YOU:  

The Right candidate will have Bachelor’s Degree or equivalent in a science, engineering or business discipline, preferably an educational experience with spectroscopy or life science optical instrumentation. Additionaly, a minimum 2 years’ experience in a senior field sales role -minimum 4 years sales experience. a strong background in business development, including relationship building, contract and terms review, complete customer interaction with multiple departments and functions, experience in selling or supporting technical and high-value products, and with a strong technical knowledge and ability to communicate technical information in concise and understandable manner.


Additional qualifications: 

  • Research sales experiences, preferably sales experience in both Spectroscopy and Life Science markets.
  • Proven success in key account relationship management
  • Results-oriented, able to work on own initiative.
  • Able to build good business relationships across a wide variety of cultures, functions, and personalities.
  • 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 50% of working time expected, including overnight travel 40%.  Occasional International travel.
  • Able to work outside core hours when required
  • Able to work from a home office with disciplined work ethic


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 11 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.


Oxford Instruments requires all employees to be fully vaccinated by their first day of work. The Company will consider requests for medical or religious accommodation as required by law.


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, 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.


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.