Regional Sales Manager (RSM) - Service, Americas

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

 

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 Opportunity: 

The Regional Sales Manager (RSM)– Service is a key member of the leadership team and responsible for the development and/or implementation of sales strategies for Oxford Instruments (OI) in his/her assigned area which deliver rapid market share and revenue growth. The RSM – Service promotes a performance-based culture and empowers reports to be successful by seeking out coaching and improvement opportunities for team members as well as ensuring the proper structure and resources are available to them to successfully meeting sale goals.  

 

The RSM – Service will report to the Senior Leadership in the Americas, while working very closely with regional and global team members in Sales, Marketing, Product Management, Service, and other departments as required. Where required, this individual will work closely with OEM customers and distributors to promote service revenue opportunity generation channels.  

The RSM - Service is responsible for ensuring the sales team is properly managing CRM with all required fields completed, information remaining current and up to date, and sales funnel details (such as close dates and dollars) accurate.  Additionally, the RSM will travel as needed, both within and outside of the assigned territory - including internationally, to attend various meetings, trainings, tradeshows, and conventions.

 

Key Responsibilities:

• Responsible for the achievement of the cumulative and individual Business Unit (BU) regional targets.
• Accountable for the performance of reports and their ongoing development at an individual level.
• Development and execution of a strategic business plans which produces rapid and sustainable growth.
• Provide oversight and coaching to reports including regular skills/needs assessments and feedback sessions.
• Ensure the sales team is highly focused on hunting activities and the identification of new sales opportunities through Territory Action Plans as well as other ongoing daily activities.
• Actively monitor local industry trends and the growing install base to enable proactive development of strategies to exploit opportunities and circumvent threats.
• Monitor CRM to ensure reports are updating data in a “real time” and consistent manner for both leads and opportunities.
• Utilize funnel calls to ensure CRM forecast is accurate at the specific opportunity and month level.
• Actively seek out collaboration opportunities between OI Business Unit sales channels.
• Ensure discounting is kept to a minimum with ongoing sales coaching and engagement at the opportunity level.
• Promote value selling and cross Business Unit sales approaches to fully leverage all OI has to offer.
• Work with the team to cultivate Key Account, Customer, and/or Sector relationships to promote OI solutions.
• Travel with product sales team members and meet with potential/existing customers as well as OEM partners.
• Develop strategic relationships with various 3rd party companies/groups to create new opportunities and strategic partnerships.
• Attend shows and webinars as well as joins relevant associations to increase market awareness and sales.
• Diligently manages business expenses, as well as those of reports, to minimize operatio