Territory Sales Manager-NA

$110,000 - $120,000/Yr

Oxford Instruments - Pleasanton, CA

Full-time - Mid Level

Pleasanton, CA

Professional, Scientific, and Technical Services

About the position

The Territory Sales Manager (TSM) - NanoAnalysis is responsible for all sales activities in his/her territory for the NanoAnalysis portfolio and is charged with the responsibility of meeting or exceeding all assigned Oxford Instruments (OI) Sales Targets. The TSM will serve as the primary point of contact for existing and potential new customers as well for Oxford Instruments OEM partners throughout the sales process. This individual will work closely with the Regional Sales Manager to build territory action plans which will provide a clear path to sales success as well as partner with Service, Marketing, Applications, and other Oxford Business Unit sales reps in this pursuit. In addition, the TSM 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 opportunity details) is accurate. The TSM will travel as needed, both within and outside of the assigned territory - including internationally, to attend various meetings, trainings, tradeshows, and conventions. The NA territory includes: S. CA, AZ, UT, NV & HI. The right candidate for this role will have a Bachelors in the Materials Sciences, Engineering, Chemistry, Physics, or other relevant area preferred, with a minimum of 5 years Sales experience in the scientific space, and in depth experience of relevant technologies, customers, and markets. Electron Microscopy Experience is strongly preferred for this position and the ability to travel approximately 60% time is required, including occasional international travel. To be successful in this position, the right candidate must be highly driven and possess a strong sense of urgency.

Responsibilities

• Vigorously focus on hunting activities and the identification of new sales opportunities.
• Develop a strong working relationship with all OI OEM partners in assigned territory.
• Regularly travel to meet with potential and existing customers as well as participate in installations.
• 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.
• Prospect various funding agency, government, association, and customer websites for recently awarded grants and awards.
• Prospect webpages, LinkedIn, associations, etc. to identify potential new customers.
• Daily updates to the CRM system to ensure all information is accurate and up to date.
• Ongoing relationship management with existing customers.
• Proactively monitor funnel ensuring ample opportunity exists to meet sales targets.
• Accurately forecast orders at the specific opportunity and month level.
• Attend various trade shows and conventions as well as internal and external sales meetings as required.
• Utilize video conferencing, remote demonstrations, etc. whenever possible to advance opportunities.
• 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 NanoAnalysis portfolio of products.
• Maintain a high degree of collaboration with Application and Service as well as participate in numerous installations and customer trainings.
• Diligently manage expenses and travel planning to minimize operation expenses.
• Other responsibilities and duties upon request.

Requirements

• Bachelor's degree in Materials Sciences, Engineering, Chemistry, Physics, or other relevant area preferred.
• Minimum of 5 years Sales experience in the scientific space.
• In-depth experience of relevant technologies, customers, and markets.
• Electron Microscopy Experience is strongly preferred.
• Ability to travel approximately 60% of the time, including occasional international travel.
• Strong sense of urgency and drive.

Nice-to-haves

• Miller Heiman sales training preferred.
• Ability to demonstrate a strong understanding of, and successful track record in, technical sales.
• Possess a professional network and toolset enabling immediate results.
• Experience developing and implementing territory specific sales strategies to achieve goals.
• 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 in an easy to understand format.
• Ability to communicate and operate as a cross-functional team with sales, service, applications, and other departments.
• Highly developed commercial understanding.
• Ability to multi-task in a dynamic, fast-paced environment.
• Desire and capability to work well in a team environment.
• Possess the ability and drive to get things done quickly with high levels of energy and resilience.
• Highly organized with a strong affinity for detail.
• Able to accept feedback and modify approach as required.
• Ability to bring teams of people together, creating alignment across functions.
• Ability to build effective working relationships both internally and externally across all parts of the business.

Benefits

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