[Hiring] Territory Sales Manager @Oxford Instruments Plc

Role Description

The Territory Sales Manager (TSM) is responsible for OI portfolio sales into assigned markets/accounts and 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 as for Oxford Instruments OEM/channel partners, where relevant, throughout the sales process. The territory includes states west of the Mississippi river.

• Sales Prospecting and Lead Management:
  • Identify, qualify, and manage sales leads and new customer accounts to meet or exceed individual and team sales objectives.
  • Prospecting via online platforms, associations, and funding agency resources.
• Own the numbers:
  • Develop and execute sales strategies to identify new opportunities, close deals, and achieve sales targets.
  • Proactively monitor the sales funnel to ensure sufficient opportunities are in place to meet goals.
• Customer Relationship Management:
  • Build and maintain strong relationships with current and prospective customers.
  • Strengthen existing partnerships and develop new opportunities within the assigned territory.
• OEM Partner Collaboration (where relevant):
  • Develop and maintain productive relationships with OEM partners in the assigned territory.
  • Enhance business opportunities and ensure alignment with company objectives.
• Market Intelligence and Competitive Analysis:
  • Actively monitor industry trends, competitor activities, and market developments.
  • Identify opportunities, mitigate risks, and provide insights for shaping company strategies.
• Accurate Forecasting and CRM Management:
  • Maintain accurate sales forecasts and update CRM systems daily.
  • Ensure all customer and opportunity information is up to date to support effective business operations and decision-making.
• Customer Engagement and Training:
  • Work closely with application specialists and regional marketing to facilitate workshops, customer events, demonstrations, training, and technical support.
  • Follow playbook(s) to ensure all resources and internal partners are available and aligned.
• Collaboration with Internal Teams:
  • Work closely with application specialists, service teams, and engineering/product management to deliver customized solutions.
  • Ensure successful product installations and customer training.
• Travel and Expense Management:
  • Travel regularly to meet customers, attend trade shows, and participate in customer installations.
  • Diligently manage travel and operational expenses.
• Value-Driven Sales Approach:
  • Leverage a consultative, value-based selling methodology to maximize customer satisfaction.
  • Minimize discounting and fully utilize the company’s product portfolio and resources to close sales.

Qualifications

• Bachelors in STEM field, or other relevant area preferred.
• 3-5 years Sales experience in the scientific space.
• In-depth experience of relevant technologies, customers, and markets.
• Ability to travel 50% of the time including occasional international travel.

Requirements

• NMR experience strongly preferred.
• Strong background in technical sales including relationship building and complete customer interaction with multiple departments and functions.
• Possesses a professional network and toolset enabling immediate results.
• Extensive experience with CRM platforms, preferably SAP CRM.
• Ability to give sales presentations and share technical information in an easy-to-understand format.

Personal Qualities

• Results-oriented, able to work on own initiative with a strong sense of urgency.
• Desire and capability to work well in a team environment.
• Strong collaborator, who follows assigned processes (playbooks) and is able to garner support from teammates and internal stakeholders.
• Highly organized with a strong affinity for detail.
• Excellent communication skills in various formats (verbal, ppt, excel, etc.).
• Willing and able to travel domestically and overseas as required without restriction, subject to normal visa requirements.
• Ability to build effective working relationships both internally and externally across all parts of the business.

Compensation

The expected salary range for this full-time benefited position is between $105,000 - $125,000 plus commission. The actual compensation range will be determined considering factors such as relevant skills and experience and other factors permitted by law.