Territory Sales Manager
Territory Sales Manager
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Job Description
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 worl
About Andor Technology
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 worlds 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 10000 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.
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:
1.
Generate qualify and manage all sales leads prospects and new customer accounts to meet/exceed agreed team and individual sales objectives.
2.
Identify new markets and customers.
3.
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.
4.
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 years key business activities and -up all sales opportunities (Direct and indirect) on a timely basis. Capture and document all pertinent information in the Andor CRM tool.
5.
Manage Key Account relationships including pricing negotiation terms & conditions and providing forecast data in support of company Sales & Operations Planning.
6.
Coordinate efforts to determine specifications for customized products as required by customer closely with Andor engineering and product management resources to ensure best solution for customers at best profitability.
7.
Maintain and report sales forecasts potential sales customer feedback and activity plan and other reports as required.
8.
Provide training to end users. Demonstrate equipment to customers as required to facilitate the sale of products.
9.
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.
Person Specifications (essential requirements unless stated):
Training and Education:
- Essential: Bachelors 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.
Required Experience:
Manager
Employment Type
Full Time
