Territory Sales Manager - Imaging Technologies

Territory Sales Manager - Imaging Technologies

Date: Aug 13, 2024

Location: Santa Barbara, CA, US

Job Function: Commercial

Business Unit: Asylum Research

Are you an experienced and highly driven Sales Manager in the scientific space looking for an exciting new opportunity? If so, come join the Oxford Instruments Team!

How we work

We’re committed to being the leading provider of high-tech products and services for the world’s most important industrial and scientific research communities. Our people are vital to our success. We strive to offer the opportunities that will attract, motivate and retain the very best talent in our sector. This involves creating an inclusive environment and culture, where difference is valued and people are recognized for what they deliver and bring to the team.

Empowering People to Make a Difference

We don’t wait for change to happen. We enable it. That’s why we aim to create the best working environment and culture for our people to thrive. We share the same goals and value diversity of thought, perspective and experience. With a focus on the ongoing development, engagement and wellbeing of our people, we know we will continue to exceed customer expectations and drive change for the future.

Oxford Instruments is currently looking to fill a new remote position: Territory Sales Manager (TSM) – Imaging Systems

The Territory Sales Manager (TSM) – Imaging Systems is responsible for all sales activities in the Southwest/Western US territory for the Raman and AFM 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 as for Oxford Instruments distributors (where appropriate) 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 numerous other Oxford Product Centers 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 dollars) 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.

Key Responsibilities:

1. Vigorously focus on hunting activities and the identification of new sales opportunities.
2. Develop a strong working relationship with all distributor partners in assigned territory.
3. Regularly travel to meet with potential and existing customers as well as participate in installations.
4. Actively monitor local industry trends and competitor activity to enable proactive development of strategies to exploit opportunities and circumvent threats.
5. Develop strategic relationships with various 3rd party companies/groups to create new opportunities.
6. Prospect various funding agency, government, association, and customer websites for recently awarded grants and awards.
7. Prospect webpages, LinkedIn, associations, etc. to identify potential new customers.
8. Daily updates to the CRM system to ensure all information is accurate and up to date.
9. Ongoing relationship management with existing customers.
10. Proactively monitor funnel ensuring ample opportunity exists to meet sales targets.
11. Accurately forecast orders at the specific opportunity and month level.
12. Attend various trade shows and conventions as well as internal and external sales meetings as required.
13. Utilize video conferencing, remote demonstrations, etc. whenever possible to advance opportunities.
14. Actively seek out collaboration opportunities with OI Product Centers sales channels beyond the one(s) they serve directly.
15. Utilize a value selling sales approach to fully leverage all OI has to offer to win sales with minimal discounting.
16. Maintain expert level technical knowledge for the Raman and AFM portfolio of products.
17. Maintain a high degree of collaboration with Application and Service as well as participate in numerous installations and customer trainings.
18. Diligently manage expenses and travel planning to minimize operation expenses.
19. Other responsibilities and duties upon request.

Education / Qualifications:

1. Bachelors in the Materials Sciences, Chemistry, Physics, or other relevant area preferred.
2. 3-5 years Sales experience in the scientific space.
3. In depth experience of relevant technologies, customers, and markets.
4. Ability to travel approximately 75% time, including occasional international travel.

Professional Skills/ Abilities:

1. Raman and/or AFM experience is strongly preferred.
2. Possess a strong sense of urgency.
3. Miller Heiman sales training preferred.
4. Ability to demonstrate a strong understanding of, and successful track record in, technical sales.
5. Possesses a professional network and toolset enabling immediate results.
6. Experience developing and implementing territory specific sales strategies to achieve goals.
7. Scientific background or knowledge of the scientific market.
8. Extensive experience with CRM platforms. Preferably SAP CRM.
9. Ability to give sales presentations and share technical information in an easy to understand format.
10. Ability to communicate and operate as a team cross-functionally with sales, service, Applications, and other departments.
11. Highly developed commercial understanding.
12. Ability to multi-task in a dynamic, fast-paced environment.

Personal Qualities:

1. Desire and capability to work well in a team environment.
2. Highly organized with a strong affinity for detail.
3. Excellent communication skills in various formats (verbal, ppt, excel, etc.).
4. Willing and able to travel domestically and overseas as required without restriction, subject to normal visa requirements.
5. Ability to build effective working relationships both internally and externally across all parts of the business.

Salary: In accordance with California law, the expected annual base salary range for this position is between $105,000 - $115,000. This position is eligible for commission in addition to the base salary. The actual compensation will be determined based on experience and other factors permitted by law.

Oxford Instruments Perks and benefits:

• Generous benefit packages - We offer our employees competitive health insurance options, including Medical, Dental, and Vision plans.
• Our 401k program has options for saving both pre- and post-tax dollars for retirement.
• Paid Time Off (PTO) Work-life balance is a key part of our company culture here at OI, and we know that our employees do their best work when they can take the time they need to rest and recharge. Employees start with 4 weeks of PTO which is accrued each pay period.
• Holidays - We recognize 12 holidays this year.
• In addition to all the standard PTO options, OI proudly offers a generous and progressive paid family leave policy.
• Professional Development - OI supports you and your professional development with $5,250 available in annual tuition reimbursement after 6 months of service.