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Concord MA Full Time Posted: Monday, 2 December 2019
 
 
Applicants must be eligible to work in the specified location

Primary Purpose:

To deliver orders to the business meeting volume, product-mix and margin targets with approved terms. To maintain CRM records and accurately forecast orders to the satisfaction of the S&OP process. To develop relationships with current and potential clients. Develop the USA Sales organisation to achieve high levels of customer satisfaction.

Key Responsibilities

  • Develop a customer focused sales culture, where the customer experience is our top priority.
  • Propose, agree and achieve budgeted level of order intake for the region by product range, within agreed mandate for pricing, margin and for terms & conditions.
  • Maintain CRM with the purpose of delivering an accurate monthly rolling forecast which satisfies the requirements of the S&OP process
  • Ensure the adoption and maintenance of sales processes as required by the company from time to time; such as Miller Heiman Blue & Green Sheets
  • Define the annual operating plans and budget for the function. Propose objectives, strategies and long term plans in relation to the provision of customer satisfaction.
  • Achieve agreed objectives within an agreed overhead budget.
  • Organise and staff the regional sales teams according to the requirements of the business, manage staff performance and develop staff.
  • Contribute actively to the development of the global sales and service functions, seeking opportunities for continuous improvements in working practices, processes and tools.
  • Liaise with sales and service managers in other regions and in the other OI businesses in order to gain the benefits of common, best practice processes and to exploit cross-selling opportunities.
  • Support and guide the Nanoscience leadership team in the development of the product marketing, marketing communications, sales and service strategy in your region.
  • Coordinate regional marketing communications activities, including attendance at key conferences.
  • Stay informed on regional science and technology research funding and strategic direction.Gather and provide feedback to OINS on important market and competitor intelligence.
  • Build and maintain effective working relationships with staff in all functions of the Business, particularly marketing, technology and operations.
  • Develop and execute regional business plans, to meet growth targets.
  • Develop and maintain relationships with key customers in the region.
  • Develop and maintain a high level of product knowledge of all Nanoscience as well as competitive products
  • Contribute to the New Product Introduction (NPI) process by gathering customer feedback and providing technical and commercial support to the marketing team.
  • Successfully introduce new products into the region, by establishing key reference site sales, and working with the sales and service teams and with colleagues from other functions to ensure we meet and exceed our customers' expectations.
  • Track, guide and support key opportunities throughout the funding and order cycles.
  • Personally lead major bids and negotiations and win at best price and terms
  • Provide consolidated reports of your teams' activity, including forecast, pipeline management, and key customer support metrics as required.
  • Provide the business with short-term (3-12 month) and longer term (3 year) sales forecasts for the region to assist with operational planning and sales and marketing resource allocation.
  • You will ensure that staff are appropriately trained and competent, to understand the importance of high standards of health, safety and environmental performance.
  • Maximise cash collection and minimise debtor days
  • Frequent travel is expected (At least 50% of time should be in the field).

    Indicative Performance Measures

  • Order performance by product & region to meet volume and margin expectations
  • Forecast accuracy as reported by the S&OP process
  • Gross margin to targets as set by the business from time to time
  • CRM Pipeline cleanliness and velocity
  • Demonstrate effective sales cycle control within team
  • Service revenue: spares, maintenance contracts, upgrades
  • Sales team activity levels: visits, lead-generation, response times, win/lose ratio, market share
  • Customer Satisfaction: NPS & level of customer complaints.
  • Service excellence: response times, on-time service schedules, first-time completion of installs
  • Overhead control

Essential requirements unless stated

Education/Qualifications:

  • Worked in a technical environment (engineering or science).
  • Degree or equivalent experience in a technical, engineering or other numerate discipline able to grasp complex technical matters quickly
  • MBA or similar business studies qualification desirable
  • Technical competence in a capital goods Sales environment.

Professional Skills/Abilities:

  • Experience in forming and leading high performing teams
  • Strong leadership andmanagement skills with the ability to influence change
  • Highly customer focused with strong drive to accomplish goals
  • Excellent written, verbal and presentation skills
  • Evidence of strong interpersonal and communication skills with proven impact at high level in customers.Highly personally credible with customers
  • Track record of managing a successful sales organisation
  • Experienced in the use of advanced account management and selling skills, including solution based selling, prospect generation and qualification, identification of key decision makers and their personal wins, needs development, managing major bids, developing commercial terms, negotiation and closing techniques.
  • Adept negotiator, internally & externally
  • Significant experience in high technology instrumentation or capital equipment (eg Cryogenic systems and superconducting magnet systems)
  • An understanding of the research market dynamics and public administration purchasing and contracts would be a significant advantage.
  • Valid driving licence

Personal Qualities:

  • Pace and Energy
  • Excellent communication skills, informing and engaging all relevant parties to deliver the objectives.
  • Self-motivated, customer focused and personable.
  • Decisive.
  • Clear about what they can bring and validity of experience.
  • Willingness to travel up to 50% of the time.

Concord MA, United States of America
Science
Oxford Instruments
Oxford Instruments
JS206-EN_GB
12/2/2019 11:48:56 PM


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