What are the responsibilities and job description for the Territory Sales Manager position at Oxford Instruments Life Science?
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 world. Our people and culture are vital to our success. We strive to offer the opportunities that will attract, engage, motivate and develop the very best talent. This involves creating an inclusive environment and culture where difference is valued and people are recognised for what they deliver and bring to the team.
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 OI. Our ways of working are lived every day and are as follows:
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 world’s 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, 10,000 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.
Location: CA, TX, or CO
Main function of the job
As a confocal microscopy sales engineer, you will combine application knowledge with sales skills to achieve sales targets and build strong territory presence.
Key tasks and duties
In accordance with Massachusetts law, the expected salary for this full-time, benefited position is between $100,000-$120,000 plus a management bonus. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.
Personal Specification and Assessment Method
Essential Criteria
Desirable Criteria
Training and Education
Bachelor’s degree in Science or equivalent experience in a life science discipline required.
Postgraduate degree in a life science discipline highly desirable.
Experience
Typically, between 3 - 5 years’ experience in capital equipment sales involving highly technical products
OR
Extensive research/laboratory experience with a strong interest and drive toward sales and business achievement.
Significant Experience Using Confocal Microscopy For Biological Research Required.
Prior experience selling confocal and/or EMCCD microscopy systems preferred.
Behavioural Skills And Competencies
Customer Focus
Pro-actively establishes relationships with customers and strengthens this through clarity and competence.
Applies relevant knowledge of current customers to grow the business.
Motivation & Drive
Has strong internal motivation and drive to exceed expectations.
Self-starter who demonstrates clear ownership and self-accountability to performance goals.
Ability to sustain productivity in a fast-paced, highly matrixed environment.
Has a positive attitude that fosters a pro-active ethos in the rest of the team and department.
Is ambitious for the business and the future of Oxford Instruments.
Additional Skills
Good communication & interpersonal skills.
Team-oriented, methodical with attention to detail and consistent follow through.
Consultative solutions selling experience.
Strong track record of sales success and consistent achievement of sales targets.
Special Circumstances
Located close to a major airport.
Ability to travel at least 50% of the time with 40% of that time being overnight travel. International travel also required.
Fluent in all Microsoft Tools including Word, Excel, PowerPoint, Outlook.
Industry knowledge: acquire and maintain knowledge of full Oxford Instruments product range and know where they fit in the market.
Well-developed and demonstrated presentation skills.
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 world. Our people and culture are vital to our success. We strive to offer the opportunities that will attract, engage, motivate and develop the very best talent. This involves creating an inclusive environment and culture where difference is valued and people are recognised for what they deliver and bring to the team.
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 OI. 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
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 world’s 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, 10,000 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.
Location: CA, TX, or CO
Main function of the job
As a confocal microscopy sales engineer, you will combine application knowledge with sales skills to achieve sales targets and build strong territory presence.
Key tasks and duties
- Achieve sales target for BC43 products and service within region
- Pro-actively develop, own, and execute a territory plan to maximize potential of the region
- Setup and successfully demonstrate Oxford Instruments BC43 systems to potential buyers, workshop and trade show attendees, and other activities for product exposure in the market
- Generate, qualify, and manage all sales leads, prospects, and new customer accounts
- Maintain and report, sales forecasts, potential sales, customer feedback, activity plan and other reports, as required
- Record and maintain customer contact data as part of Oxford Instruments CRM tool
- Execute against customer visit metrics and product demonstration requests
- Strengthen existing customer and pro-actively develop new business relationships within the defined territory
- Identify new potential customers for e-shot campaigns and trade shows
- Evaluate product and service offering in terms customers’ technical needs
- Establish and maintain industry contacts that lead to sales
- Attend regular sales meetings and offer feedback and suggestions to improve product solutions. Attend annual sales meetings.
- Assist in the general support and training of Oxford Instruments employees.
- Other duties as required.
In accordance with Massachusetts law, the expected salary for this full-time, benefited position is between $100,000-$120,000 plus a management bonus. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.
Personal Specification and Assessment Method
Essential Criteria
Desirable Criteria
Training and Education
Bachelor’s degree in Science or equivalent experience in a life science discipline required.
Postgraduate degree in a life science discipline highly desirable.
Experience
Typically, between 3 - 5 years’ experience in capital equipment sales involving highly technical products
OR
Extensive research/laboratory experience with a strong interest and drive toward sales and business achievement.
Significant Experience Using Confocal Microscopy For Biological Research Required.
Prior experience selling confocal and/or EMCCD microscopy systems preferred.
Behavioural Skills And Competencies
Customer Focus
Pro-actively establishes relationships with customers and strengthens this through clarity and competence.
Applies relevant knowledge of current customers to grow the business.
Motivation & Drive
Has strong internal motivation and drive to exceed expectations.
Self-starter who demonstrates clear ownership and self-accountability to performance goals.
Ability to sustain productivity in a fast-paced, highly matrixed environment.
Has a positive attitude that fosters a pro-active ethos in the rest of the team and department.
Is ambitious for the business and the future of Oxford Instruments.
Additional Skills
Good communication & interpersonal skills.
Team-oriented, methodical with attention to detail and consistent follow through.
Consultative solutions selling experience.
Strong track record of sales success and consistent achievement of sales targets.
Special Circumstances
Located close to a major airport.
Ability to travel at least 50% of the time with 40% of that time being overnight travel. International travel also required.
Fluent in all Microsoft Tools including Word, Excel, PowerPoint, Outlook.
Industry knowledge: acquire and maintain knowledge of full Oxford Instruments product range and know where they fit in the market.
Well-developed and demonstrated presentation skills.
Salary : $100,000 - $120,000