Sales Engineer
Il y a 7 mois
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.
Oxford Instruments is a leading company in the field of high-tech tools and systems for research and industry. Founded in 1959, we specialise in the design, manufacture and support of various scientific instruments and solutions, used in diverse areas such as materials science, nanotechnology and industrial applications. Oxford Instruments has played a significant role in advancing scientific knowledge and technological progress through our cutting-edge instruments and solutions.
We are seeking a qualifiedSales Engineer to join our sales team based in Les Ulis, France.
Role Purpose
This role will apply sales activities to achieve agreed bookings targets in the region whilst maximising profitability through optimising regional coverage, key account management, market segment focus, and efficient sales pipeline management. Selling directly and optimize our Channel Partner coverage, nurturing our new and existing customers, to position Oxford Instruments as their preferred partner.
Key Responsibilities
Establishes and maintains comprehensive coverage of the agreed territory and products by supporting customers and channel partners. Monitors and reports monthly the status of: sales vs. target, competitor activity, distributor / agent news, market opportunities and promotion programs. Initiates, plans and executes workshops, seminars and customer trainings. Establishes and maintains a distributor / agent training and development program. Adjusts program to meet the needs of distributors, agents and market conditions consistent with the long-term goals of the company. “Reach through” distributors and agents, where necessary, to ensure end-user satisfaction, taking corrective action (development actions) where necessary. Supports and runs joint marketing initiatives through direct mailings, trade shows, workshops, seminars, conferences and advertising. Supports channel partners on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. Personally, leads major tenders, bids and wins at best price and terms. Maintains and grows relationships with key customers and channel partners. Proposes, agrees and delivers strategic account development objectives. Makes sure that the CRM is maintained and kept current. Upholds OI Brand integrity 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. Manages overall customer satisfaction. Builds and maintains effective working relationships with staff in all functions of the business, (particularly marketing, operations, applications and customer service) and with colleagues in group market development world-wide. The management of the post-sales support operations as appropriate including the provision of training to customers. The measurement and control of revenue, costs and operational performance so as to achieve agreed financial results. Manages the provision of effective training courses to customers and those interested in gaining basic knowledge of techniques and applications of our products. Willing and able to travel extensively within France/Benelux as well as other countries as required. Always adhere to our Health and Safety policy.Our ideal candidate should have the following
Education / Qualifications:
Minimum of a degree in physical, materials science, life sciences or engineering with relevant technical experience to understand highly complex technical products. Post graduate business qualification work be an advance. Experience in electron and or atomic force microscopy or analytical instruments is highly desirable. Technical and commercial sales experience (5+ years) proven track record in selling and managing complex sales cycles with multiple stakeholders.Professional Skills/ Abilities:
Fluent French and English - i.e. the ability to negotiate commercial terms. Experienced in sales techniques including qualifying prospects, identifying key decision influencers, managing major bids, surfacing and countering objections, negotiation, closing and related commercial contract activities. Ability to develop and communicate effectively with colleagues (scientists, product managers and senior management) in addition to PhD level prospective and existing customers. Excellent and proactive communicator. Ability to manage uncertainty without compromising performance. Be an innovative thinker and turn this into actions.-
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