WiTec Product Specialist

Role Details:

Business, Location:

Concord, MA

Role:

Product Specialist – WITec

Reports to:

Regional Sales Manager – Americas

Key relationships:

Current/Potential Customers as well as team members in Applications and Sales (both within WITec and other MA Business units), Service, Marketing.

Primary Purpose:

To meet and/or exceed OI unit and sales targets in the Americas for WITec product portfolio with focus on RISE and alpha300 R by

1. Being expert for the products and their applications and
2. Owning the WITec demo units in Concord

The Product Specialist (PS) - WITec is responsible to support the sales team in execution of sales strategies for the modular WITec solutions in the US and Canada. He/She is charged with the responsibility of meeting or exceeding assigned Oxford Instruments (OI) sales targets for RISE. The PS is expected to be able to drive the sales process from lead generation and opportunity development to performing a technical demonstration independently as required. He/she is further charged with the responsibility to ensure that quotations for the WT product portfolio within Americas reflect reasonable system configurations, based on a deep understanding of both, the modular product portfolio and customer applications.

The PS will work in a matrix organization, report directly to the Regional Sales Manager – MAG East, while working very closely with the Senior Vice President of Sales - Americas, Materials Analysis as well as regional Applications team and Product Management resources. This individual will also work in close collaboration with the Territory Sales Managers in the US and Canada, as well as work to build strategic relationships with current and new customers.

In addition, the PS 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:

• Owns the WITec demo units in Concord, ensuring high quality conduction of sample measurements and system demonstrations on RISE and alpha300 R series.
• Performs customer trainings and user events.
• Hosts workshops and webinars for both colleagues and customers alike.
• Works collaboratively with the existing WITec salespeople in a team selling environment.
• Regularly travel (up to 60%) to meet with potential and existing customers/OEMs as well as participate in installations.
• 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 in an effort to minimize operation expenses.
• Actively monitor local industry trends and competitor activity to enable proactive development of strategies to exploit opportunities and circumvent threats.
• Daily updates to the CRM system to ensure all information is accurate and up to date.
• Utilize video conferencing, remote demonstrations, etc. whenever possible to advance opportunities.
• Actively seek out collaboration opportunities with OI Business Unit sales channels beyond WITec.
• 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 WITec 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

• Demo unit performance & outcome of demo unit usage
• Ability to successfully and efficiently complete tasks/activities in an independent manner
• Customer happiness (prior and after sales) - Provide training, applications support and demo support to new and existing customers, ensuring they have a good working understanding of WITec products.
• Quality and reasonability of WITec quotations in US and Canada

Person Specification – Essential requirements unless stated

Education / Qualifications:

• A bachelors in the Materials Sciences, Chemistry, Physics, or other relevant area.
• 3-5+ years Applications or Technical Sales experience in the scientific space (vibrational spectroscopic methods preferred).
• 3-5+ years of Business Development and/or Product Management experience.
• In depth experience of relevant technologies, customers, and markets.
• Ability to travel up to 60%

Professional Skills/ Abilities:

• Confocal Raman imaging and electron microscopy experience is strongly preferred.
• Excellent time management skills with the ability to prioritise, plan, focus, and bring projects to completion within deadlines.
• Strong ability to quickly gauge the experience and technical level of the customer/prospect and support/train at the best level to match
• Miller Heiman sale training (Preferred)
• Able to demonstrate a strong understand of, and successful track record in, technical sales.
• 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.
• Experience with CRM platforms. Preferably SAP CRM.
• Confidence and enthusiasm in presenting complex technical ideas in an accessible way.
• 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.

Personal Qualities:

• Solution-driven, team-oriented yet independent way of working.
• "Can do" attitude – Decisive, flexible, and able to work around issues to deliver required performance.
• Excellent people skills and the ability to interact favourably with all personality types. Builds effective working relationships both internally and externally across all parts of the business.
• Proactive, self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using experience and mistakes as positive opportunities for improvement.
• Recognises the value of teamwork, developing positive, open relationships and shares knowledge between teams to achieve the company's business goals.
• Thinks "outside the box" to derive different, creative solutions to support the company's business strategy and growth.
• Outgoing personality, open to new experiences and challenges, willing to learn and increase knowledge.
• Able to accept feedback and modify approach as required.
• High levels of energy, resilience, and drive to achieve challenging goals (hunter mentality).
• Must be prepared and able to travel domestically and overseas as required without restriction, subject to normal visa requirements.

Completed by Vahan Tchakerian Date: Month Day, 2024

Talent

Framework

General

Values

Inclusive

Listens and engages with customers, colleagues, shareholders, and partners for mutual success.

Trusted

Builds long-term relationships based on trust and respect.

Innovative and Progressive

Brings skill, experience, and openness to new ideas to address the needs of the 21st Century.

Wholehearted

Approaches what we do with passion, with care and with pace.

Managing Yourself

Emotional Intelligence

Understands own strengths and weaknesses and recognises their impact on others.

Managing Uncertainty

Uses experiences to anticipate and manage events and has the resilience to remain on track.

Leading Change

Constructively challenges the way things are done and takes actions that improve outcomes.

Cultural Awareness

Is aware of and able to successfully interact with the relevant geographical and/or business culture. Contributes to a positive team culture.

Managing People

Teamwork

Works co-operatively and supportively with colleagues.

Influences Others

Modifies own behaviour and communications style to accommodate the tasks, situations and individuals involved.

Engagement

Contributes to a positive, committed approach to work within the team.

Performance Management

Continually improves performance of self and contribution to the team.

Development

Takes ownership of own continuous professional development.

Empowering

Is personally accountable within own role.

Communication

Speaks clearly, listens to others, and ensures that the right information is passed to the right people.

Managing Results

Planning & Delivery of Results

Understands priorities and plans own actions to deliver results that meet objectives. Regularly reviews and adapts actions accordingly.

Innovation

Looks for better ways of doing things to achieve successful results.

Decision Making

Understands a decision is required and uses relevant information to act in a timely manner, escalating the decision when appropriate.

Business Understanding & Strategy

Is aware of the purpose of the business and how it contributes to the OI Group.

Commercial Awareness

Has an awareness of the effects of their actions on the business.

Customer and Markets

Has an awareness of the needs of both internal and external customers. Responds positively to those needs.

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