Territory Sales Engineer - NA

Job content

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.

Key Responsibilities:

• Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers, OEM partners and distributors.
• Develops and manages the annual process of creating sales strategies and plans, sales assumptions, projections and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
• Monitors and reports monthly the status of: sales vs. target, competitor activity, OEM partner news, market opportunities and promotion programs.
• Lay out and run workshops and seminars and customer trainings in conjunction with application scientist.
• Establishes and maintains an OEM partner training and development program. Adjusts program to meet the needs of OEM partners and market conditions consistent with the long-term goals of the company.
• “Reach through” distributors, agents and OEM partners to ensure end-user satisfaction, taking corrective action where necessary.
• Support and run joint marketing initiatives with distributors, agents and OEM partners through direct mailings, trade shows, workshops, seminars, conferences and advertising.
• Support distributors, agents and OEM partners on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. Personally lead major bids and win at best price and terms.
• To maintain and grow relationships with customers and our distributors, agents and OEM partners.
• Propose, agree and deliver strategic customer account development objectives.
• To make sure that the CRM is maintained and kept current.
• Uphold OI Brand integrity within OEM partners and operate in a manner consistent with OI brand values.
• Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.
• To manage overall customer satisfaction.
• Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations and customer service) and with colleagues in Group market development world-wide.
• Willing and able to travel within Korea as well as other countries as required.
  
  

Education / Qualifications

• Relevant material science degree preferred, additional business qualification or PhD desirable
  
  

Professional Skills/ Abilities

• Experience of working with at least one of the following techniques: EDS, EBSD, WDS, Nanomanipulators
• Experience of dealing with customers and distributors in the field working with analytical instruments in a NanoTech environment
• Experience of successfully managing and motivating distributors in an international, high technology environment, or experience from within a distributor to the industry sector.
• Excellent language skills - English spoken and written.
• Progressive business management experience within sales and/or marketing, experience of managing business development activities useful.
• Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the OI brand in the market.
• Commercial understanding -able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for OI whilst balancing the needs of distributors.
• Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them.
• Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed.
• Proficient PC skills including MS Office
  
  

Desirable

• Commercially astute.
• Strategically experienced – able to create and implement strategy for area of responsibility.
  
  

Personal Qualities:

• Adaptable, able to flex to needs of customers, team and the business
• Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.
• Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing OI and distributor demands in meeting the ultimate customers needs effectively.
• "Can do" attitude – Decisive, able to work around issues to deliver performance
• Superior communication and interpersonal skills to engage with and manage through people.
• Strong analytical & negotiation skills, with track record of effective, difficult negotiations.
• Organised, with solid administrative/reporting skills
• Full driving licence preferable
• Rounded in approach – sees bigger picture as well as own priorities and needs
• Must be prepared to travel extensively (like to be up to 60% of time)
  
  

Oxford Instruments is an affirmative action and equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Oxford Instruments is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities.