Territory Sales Manager

Territory Sales Manager

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.
• 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 - Bachelor’s Degree or equivalent in a science, engineering or business discipline. Desirable - Experience with spectroscopy or other physical science instrumentation.
• Experience: Essential - Minimum 2 years’ experience in a senior field sales role or 4 years sales experience. Experience in selling or supporting technical and high-value products in the physical science field. Experience with exposure to low light imaging and spectroscopy in and R&D enviroment. Strong background in business development, including relationship building and complete customer interaction with multiple departments and functions.
• Desirable - Experience - Physical science sales experience, including spectroscopy. Proven success in key account relationship management.

Behavioural Skills And Competencies

• Results-oriented, able to work on own initiative.
• Able to build good business relationships across a wide variety of cultures, functions, and personalities.
• Strong technical knowledge and ability to communicate technical information in concise and understandable manner.
• Customer Focus - Takes ownership of customer problems and issues, works to resolve them and see them through to resolution. Establishes relationships with customers and strengthens this through clarity and competence. Is flexible, does “the right thing” and spends time understanding and meeting customer needs. Applies relevant knowledge of current customers to grow the business.
• Motivation & Drive - Has a positive attitude that fosters a pro-active ethos in the rest of the team and department. Creates a climate in which people want to do their best. Is ambitious for the business and the future of Andor Technology. Takes on challenges willingly and in an assured and confident manner.

Special Circumstances

• Travel minimum of 50% of working time expected, including overnight travel 30%.
• Occasional International travel.
• Able to work outside core hours when required.
• Able to work from a home office with disciplined work ethic.

Compensation

In accordance with Massachusetts law, the expected salary for this full-time, benefited position is between $90,000-$100,000 plus commission. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.

Nearest Major Market

Chicago