Territory Sales Manager - Imaging Technologies

$105,000 - $115,000/Yr

Oxford Instruments - Santa Barbara, CA

Full-time - Mid Level

Santa Barbara, CA

Professional, Scientific, and Technical Services

About the position

The Territory Sales Manager (TSM) - Imaging Systems is a pivotal role within Oxford Instruments, responsible for driving sales activities across the Southwest and Western US territories specifically for the Raman and AFM product lines. This position is designed for an experienced and highly motivated sales professional who is eager to take on the challenge of meeting and exceeding sales targets while fostering strong relationships with both existing and potential customers. The TSM will act as the primary point of contact throughout the sales process, ensuring that customer needs are met and that the company’s offerings are effectively communicated. In this role, the TSM will collaborate closely with the Regional Sales Manager to develop actionable territory plans that outline strategies for achieving sales success. This includes leveraging insights from market trends and competitor activities to proactively identify new sales opportunities. The TSM will also be responsible for maintaining accurate records in the CRM system, ensuring that all sales funnel information is current and precise. Travel is a significant component of this position, with expectations to travel approximately 75% of the time, including international travel for meetings, training sessions, and industry conventions. The TSM will engage in various activities such as installations, customer meetings, and trade shows, utilizing video conferencing and remote demonstrations to advance sales opportunities. The role requires a strong technical understanding of the Raman and AFM product lines, as well as the ability to build strategic relationships with distributors and third-party organizations to create new business opportunities.

Responsibilities

• Focus on hunting activities to identify new sales opportunities.
• Develop strong working relationships with distributor partners in the assigned territory.
• Regularly travel to meet with potential and existing customers and participate in installations.
• Monitor local industry trends and competitor activity to develop proactive strategies.
• Develop strategic relationships with third-party companies to create new opportunities.
• Prospect funding agency, government, association, and customer websites for recently awarded grants.
• Identify potential new customers through various online platforms.
• Update the CRM system daily to ensure accurate information.
• Manage ongoing relationships with existing customers.
• Monitor sales funnel to ensure sufficient opportunities to meet targets.
• Accurately forecast orders at the opportunity and month level.
• Attend trade shows, conventions, and sales meetings as required.
• Utilize video conferencing and remote demonstrations to advance opportunities.
• Seek collaboration opportunities with other OI Product Centers.
• Employ a value selling approach to minimize discounting.
• Maintain expert-level technical knowledge of the Raman and AFM product portfolio.
• Collaborate with Application and Service teams and participate in installations and customer training.
• Manage expenses and travel planning to minimize operational costs.
• Perform other responsibilities as requested.

Requirements

• Bachelor's degree in Materials Sciences, Chemistry, Physics, or a relevant area preferred.
• 3-5 years of sales experience in the scientific space.
• In-depth experience with relevant technologies, customers, and markets.
• Ability to travel approximately 75% of the time, including occasional international travel.
• Strong sense of urgency and ability to demonstrate a successful track record in technical sales.
• Experience with Miller Heiman sales training preferred.
• Possess a professional network and toolset for immediate results.
• Experience developing and implementing territory-specific sales strategies.
• Scientific background or knowledge of the scientific market.
• Extensive experience with CRM platforms, preferably SAP CRM.
• Ability to give sales presentations and share technical information clearly.
• Ability to communicate and operate cross-functionally with various departments.
• Highly developed commercial understanding and ability to multi-task in a dynamic environment.

Nice-to-haves

• Raman and/or AFM experience is strongly preferred.

Benefits

• Competitive health insurance options including Medical, Dental, and Vision plans.
• 401k program with options for pre- and post-tax savings.
• 4 weeks of Paid Time Off (PTO) accrued each pay period.
• Recognition of 12 holidays per year.
• Generous paid family leave policy.
• $5,250 available in annual tuition reimbursement after 6 months of service.