Territory Sales Manager

Role: Territory Sales Manager / NanoIndentation

Location: US, Remote based on East Coast

Reports to: Regional Sales Manager

 

 

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. 

 

 

Why Oxford Instruments?

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

 

 

Primary Purpose: The Territory Sales Manager (TSM) is responsible for NanoIndentation portfolio sales and 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 throughout the sales process.

 

Key tasks and duties:

1. Sales Prospecting and Lead Management: Identify, qualify, and manage sales leads and new customer accounts to meet or exceed individual and team sales objectives. This includes prospecting via online platforms, associations, and funding agency resources.
2. Own the numbers: Develop and execute sales strategies to identify and develop new opportunities, close deals, and achieve sales targets. Proactively monitor the sales funnel to ensure sufficient opportunities are in place to meet goals.
3. Customer Relationship Management: Build and maintain strong relationships with current and prospective customers, strengthening existing partnerships and developing new opportunities within the assigned territory.
4. Market Intelligence and Competitive Analysis: Actively monitor industry trends, competitor activities, and market developments to identify opportunities, mitigate risks, and provide insights for shaping company strategies.
5. Accurate Forecasting and CRM Management: Maintain accurate sales forecasts, update CRM systems daily, and ensure all customer and opportunity information is up to date to support effective business operations and decision-making.
6. Customer Engagement and Training: Facilitate product demonstrations, training, and technical support to customers as needed to drive sales and enhance customer satisfaction.
7. Travel and Expense Management: Travel regularly to meet customers, attend trade shows, and participate in customer installations while diligently managing travel and operational expenses.
8. Collaboration with Internal Teams: Work closely with application specialists, service teams, and engineering/product management to deliver customized solutions and ensure successful product installations and customer training.
9. Value-Driven Sales Approach: Leverage a consultative, value-based selling methodology to maximize customer satisfaction, minimize discounting, and fully utilize the company’s product portfolio and resources to close sales.

 

 

Person Specifications (essential requirements unless stated):

Education/Qualifications: 

• Bachelors in the Materials Sciences, or other relevant area preferred.