Client Services Sales Representative

At Oxford Instruments, we enable the world’s leading industrial companies and scientific research communities to image, analyse and manipulate materials down to the atomic and molecular level. 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.

 

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.

About the Position:  

 

The Client Services Sales Representative (CSSR) is responsible for the proactive sale of new Service Contracts to customers in his/her territory beyond the point of sales of a new instrument purchase and is charged with the responsibility of meeting or exceeding all assigned Oxford Instruments, Americas (OIA) Sales Targets. The CSSR will serve as the primary point of contact for customers with service coverage requirements and/or questions throughout the sales process. This individual will work closely with their manager to build territory action plans which will provide a clear path to sales success as well as partner with Sales, Service, and Marketing.

In addition, the CSSR 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. This individual is also responsible for ensuring there is a strong relationship with OIA customers as well as alignment on key sales activity with field sales and service team members.

This is a remote position with the ability to travel to Massachusetts (preferred location is Massachusetts, or near by states: Rhode Island, Connecticut, New Hampshire, New York, Vermont). 

Key Responsibilities:

• Vigorously focus on hunting activities for new Service Contracts opportunities in assigned territory.  

• Develop a strong working relationship will all Territory Sales Managers and Service Engineers in assigned territory. 

• Upsell Warranty Expirations and Time and Material customers to Service Contact holders.

• Work with new customers to sell post instrument sale Service Contracts by initiating communication with customer immediately after system sale. 

• Daily updates to the CRM system to ensure all information is accurate and up to date.

• Maintain and complete all Vendor Forms and associated documents to close contract sales.

• Proactively monitor funnel ensuring ample opportunity exist to meet sales targets.

• Accurately forecast orders at the specific opportunity and month level.

• Effectively utilize video conferencing, phone calls, and emails to advance opportunities.

• Utilize a value selling sales approach to fully leverage all OI has to offer to win sales with minimal discounting.

• Develop and maintain “elevator pitch” knowledge level for the Oxford Instrument portfolio of products.

• Maintain a high degree of collaboration with Sales and Service.

• Attend various trade shows and conventions as well as internal and external sales meeting as required.

• Other responsibilities and duties upon request.

 

About the Candidate: 

The right candidate will be a highly motivated and organized professional with 3-5+ years Sales experience, in depth experience of relevant technologies, customers, and markets (preferred); Service and Inside Sales experience; Extensive experience with CRM platforms is required, preferably SAP CRM; and the ability to travel to meetings, events, and customers as needed (<15%).

 

Additional Qualifications: 

• Bachelors degree (Strongly preferred.)
• Possess a strong sense of urgency.
• Miller Heiman sales training preferred
• Ability to demonstrate a strong understanding of, and success