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Territory Sales Specialist

1 month ago

Concord, United States Oxford Instruments Plc Full time

Are you an experienced and highly driven NanoAnalysis Territory Sales Specialist in the scientific space looking for an exciting new opportunity? If so, come join the Oxford Instruments Team 

 

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.

 

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 Sales Specialist (SS) - NanoAnalysis is responsible for the development, and execution of, sales strategies for the low-cost threshold EDS solutions in the US and Canada which deliver rapid market share growth. He/she 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 key focus of the NanoAnalysis Sales Specialist will be to increase Unity sales, working with Territory Sales Managers & Applications through the Unity Workshops.


The SS will work in a matrix organization, report directly to the Regional Sales Manager – North America, NanoAnalysis while working very closely with the Senior 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 (TSM) in the US and Canada 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.  He/she will travel to various meetings and conventions as needed both within and outside of his/her assigned territory (including internationally).

 

Key Responsibilities:

  • Development and execution of a strategic business plan which produces rapid and sustainable growth.
  • Works collaboratively with the existing NanoAnalysis salespeople in a team selling environment.
  • Responsible for the achievement of the Unity 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.
  • Cultivates Key Account, Customer, and/or Sector relationships to promote OI solutions.
  • Regularly travel (up to 75%) to meet with potential and existing customers/OEMs as well as participate in installations.
  • Performs demonstrations independent of the Applications Team.
  • Hosts workshops and webinars for both colleagues and customers alike.
  • Perform Unity product training for OEM field sales representatives.
  • Collaborate with Marketing, Product Management, and Sale Leadership to create collateral and execute marketing campaigns.
  • Attends shows and webinars as well as joins 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 to 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.
  • Assist in product training for newly hired TSM’s.
  • 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.
     

About the Candidate: 

The right candidate for this role will have a bachelors in the Materials Sciences, Chemistry, Physics, or other relevant area; 3-5+ years Technical Sales experience in the scientific space; 3-5+ years of Business Development and/or Product Management experience; and in-depth experience of relevant technologies, customers, and markets. Experience with Electron Microscopy is strongly preferred. Has the ability to travel up to 75%Ideally, located on the East or West coast near one of our MA or CA offices or near a major airport; willing and able to travel across the USA and Canada. 

 

Additional Qualifications:

  • Possess a strong sense of urgency.
  • Miller Heiman sale training (Preferred).
  • Able to demonstrate a strong understand of, and successful track record in, technical sales.
  • Capability to learn technical information quickly as well as perform technical demonstrations as required.
  • Possesses 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 team cross-functionally with sales, service, Applications, and other departments.
  • Highly developed commercial understanding.
  • Experience working in a dynamic environment which required a high degree of multitasking.
  • A desire to, and capable of, working well in a team environment.
  • Possess the ability and drive to get things done quickly.
  • 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.
  • High levels of energy, resilience, and drive to achieve challenging goals (hunter mentality)
  • Can bring teams or people together, creating alignment across functions to meet goals.
  • Must be prepared and able to travel domestically and overseas as required without restriction, subject to normal visa requirements.  
  • Builds effective working relationships both internally and externally across all parts of the business.

 

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

 

 #LI-EB1 #LI-Remote

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