Territory Sales Manager

Overview

At Oxford Instruments, we push the boundaries of what’s possible, helping our customers achieve breakthroughs that change our world. Whether it’s developing technology for a greener economy, designing devices that enhance digital connectivity, or creating next generation medicines and healthcare technology, we address the greatest challenges of the 21st century. Everything we make is exceptional, and each product and solution gives greater insight, clarity and accuracy. At Oxford Instruments, we don’t wait for change to happen. We enable it.

Oxford Instruments Asylum Research is a manufacturer of nanotechnology instrumentation for industry and research. Specifically, we design, build and sell Atomic Force Microscopes (AFM) which are used to analyze material topography, elasticity, conductivity and other properties. We are part of the wider Oxford Instruments Group that also includes Andor Technology, NanoScience, Plasma Technology and X-Ray Technology. 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. 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

Role : Territory Sales Manager

Location : US, Northeast

Reports to : Regional Sales Manager

Responsibilities

• 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.
• Generate, qualify, and manage all sales leads, prospects and new customer accounts to meet / exceed agreed team and individual sales objectives.
• Identify new markets and customers.
• 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.
• 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 year’s key business activities and objectives. Follow-up all sales opportunities (Direct and indirect) on a timely basis. Capture and document all pertinent information in the Andor CRM tool.
• Manage Key Account relationships, including pricing negotiation, terms & conditions, and providing forecast data in support of company Sales & Operations Planning.
• Coordinate efforts to determine specifications for customized products as required by customer needs. Work closely with Andor engineering and product management resources to ensure best solution for customers at best profitability.
• Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required.
• Provide training to end users. Demonstrate equipment to customers as required to facilitate the sale of products.
• 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 experience :

Desirable experience :

Behavioural skills and competencies :

Customer focus :

Motivation & drive :

Special circumstances :

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