Client Services Sales Representative

At Oxford Instruments, we push the boundaries of what’s possible, helping our customers achieve the breakthroughs that change our world. Whether it’s developing technology for a greener economy, designing devices that enhance digital connectivity, or creating next generation medicines and healthcare technology, we address the greatest challenges of the 21st century. Everything we make is exceptional, and each product and solution gives greater insight, clarity and accuracy. At Oxford Instruments, we don’t wait for change to happen. We enable it.
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 Position:
The Client Services Sales Representative (CSSR) is responsible for the proactive sale of new Service Contracts to customers in his/her territory beyond the point of sales of a new instrument purchase and is charged with the responsibility of meeting or exceeding all assigned Oxford Instruments, Americas (OIA) Sales Targets. The CSSR will serve as the primary point of contact for customers with service coverage requirements and/or questions throughout the sales process. This individual will work closely with their manager to build territory action plans which will provide a clear path to sales success as well as partner with Sales, Service, and Marketing.
In addition, the CSSR is required to properly manage CRM ensuring all required fields are completed, the information is current and up to date, and sales funnel information (such as close dates and dollars) is accurate. This individual is also responsible for ensuring there is a strong relationship with OIA customers as well as alignment on key sales activity with field sales and service team members.
This is a remote position with the ability to travel to Massachusetts (preferred location is Massachusetts, or near by states: Rhode Island, Connecticut, New Hampshire, New York, Vermont).
Key Responsibilities:
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Vigorously focus on hunting activities for new Service Contracts opportunities in assigned territory.
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Develop a strong working relationship will all Territory Sales Managers and Service Engineers in assigned territory.
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Upsell Warranty Expirations and Time and Material customers to Service Contact holders.
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Work with new customers to sell post instrument sale Service Contracts by initiating communication with customer immediately after system sale.
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Daily updates to the CRM system to ensure all information is accurate and up to date.
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Maintain and complete all Vendor Forms and associated documents to close contract sales.
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Proactively monitor funnel ensuring ample opportunity exist to meet sales targets.
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Accurately forecast orders at the specific opportunity and month level.
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Effectively utilize video conferencing, phone calls, and emails to advance opportunities.
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Utilize a value selling sales approach to fully leverage all OI has to offer to win sales with minimal discounting.
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Develop and maintain “elevator pitch” knowledge level for the Oxford Instrument portfolio of products.
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Maintain a high degree of collaboration with Sales and Service.
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Attend various trade shows and conventions as well as internal and external sales meeting as required.
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Other responsibilities and duties upon request.
About the Candidate:
The right candidate will be a highly motivated and organized professional with 3-5+ years Sales experience, in depth experience of relevant technologies, customers, and markets (preferred); Service and Inside Sales experience; Extensive experience with CRM platforms is required, preferably SAP CRM; and the ability to travel to meetings, events, and customers as needed (<15%).
Additional Qualifications:
- Bachelors degree (Strongly preferred.)
- Possess a strong sense of urgency.
- Miller Heiman sales training preferred
- Ability to demonstrate a strong understanding of, and successful track record in, service sales.
- Possesses toolset enabling immediate results.
- Experience developing and implementing territory specific sales strategies to achieve goals.
- Scientific background or knowledge of the scientific market (preferred)
- Ability to give sales presentations and share technical information in an easy to understand format.
- Ability to communicate and operate as a team cross-functionally with sales, service, Marketing, and other departments.
- Highly developed commercial understanding.
- Ability to multi-task in a dynamic, fast-paced environment
- Desire and capability to work well in a team environment
- Possess the ability and drive to get things done quickly
- Highly organized with a strong affinity for detail
- Excellent communication skills in various formats (verbal, ppt, excel, etc.)
- Able to accept feedback and modify approach as required
- Ability to bring teams of people together, creating alignment across functions.
- High levels of energy, resilience, and drive to achieve challenging goals.
- Must be prepared and able to travel without restriction as required.
- Ability to build effective working relationships both internally and externally across all parts of the business
Oxford Instruments Perks and benefits:
- Generous benefit packages
- We offer our employees competitive health insurance options, including Medical, Dental, and Vision plans.
- Our 401k program has options for saving both pre
- and post-tax dollars for retirement.
- Paid Time Off (PTO) Work-life balance is a key part of our company culture here at OI, and we know that our employees do their best work when they can take the time they need to rest and recharge. Employees start with 4 weeks of PTO which is accrued each pay period.
- Holidays
- We recognize 12 holidays this year
- In addition to all the standard PTO options, OI proudly offers a generous and progressive paid family leave policy.
- Professional Development
- OI supports you and your professional development with $5,250 available in annual tuition reimbursement after 6 months of service.
Applicants must be authorized to work for ANY employer in the US. We are unable to sponsor or take over sponsorship of employment Visa at this time for this position.
Oxford Instruments Company is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, national origin, disability or protected veteran status. EOE/M/F/D/V
This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, this employer is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including terminating your employment. Employers can only use E-Verify once you have accepted a job offer and completed the I-9 Form.
Note to recruitment agencies: Oxford Instruments does not accept agency CV’s. Please do not forward details to our jobs alias, Oxford Instruments employees or any other company location. Oxford Instruments is not responsible for any fees related to unsolicited CV’s
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