Territory Sales Manager

Oxford Instruments; Chicago (IL); On-site; USD 90,000 - 100,000; Full time

Job summary

Oxford Instruments is seeking a Territory Sales Manager to develop the Physical Science Research market in Chicago. You will leverage technical knowledge and sales skills to meet targets while building strong customer relationships. The role involves generating leads, managing accounts, and collaborating with engineering teams to tailor solutions for customers.

The ideal candidate has a Bachelor’s degree in a relevant field and at least 2 years of senior field sales experience. The compensation ranges from $90,000 to $100,000 plus commission.

Qualifications

• Minimum 2 years’ experience in a senior field sales role or 4 years of sales experience.
• Experience in selling technical and high-value products.
• Proven success in key account relationship management.

Responsibilities

• Generate and manage sales leads and customer accounts.
• Develop and implement territory sales strategies.
• Provide customer training and product demonstrations.

Skills

Technical knowledge

Sales skills

Relationship building

Business development

Problem-solving

Education

Bachelor’s Degree in science, engineering or business

Tools

Andor CRM tool

Spectroscopy instruments

Job description

Role

Territory Sales Manager

Location

US Central, based in Chicago area.

Reports to

Regional Sales Manager

Primary Purpose

As a territory sales manager, you will combine technical knowledge with sales skills to achieve sales targets and build a strong territory presence and pipeline, developing the Physical Science Research market for Oxford Instruments-Andor products.

Key Tasks and Duties

1. Generate, qualify, and manage all sales leads, prospects and new customer accounts to meet or exceed agreed team and individual sales objectives.
2. Identify new markets and customers.
3. Strengthen existing customer relationships and develop new business relationships within the defined territory. Complete territory mapping highlighting critical accounts, contacts and high‑impact activities.
4. Determine and action sales strategies and goals for each product and service. Manage designated sales leads, prospects and customer accounts in accordance with agreed business objectives. Develop an annual Territory Plan to structure the year's key business activities and objectives. Follow up all sales opportunities (direct and indirect) on a timely basis and capture all pertinent information in the Andor CRM tool.
5. Manage key account relationships, including pricing negotiation, terms & conditions, and providing forecast data in support of company Sales & Operations Planning.
6. Coordinate efforts to determine specifications for customized products as required by customer needs. Work closely with Andor engineering and product management resources to ensure the best solution for customers at optimum profitability.
7. Maintain and report sales forecasts, potential sales, customer feedback and activity plans and other reports as required.
8. Provide training to end users and demonstrate equipment to customers as required to facilitate the sale of products.
9. Establish and maintain strong industry contacts that support industry knowledge and generate sales leads. Continually compile market information and intelligence on dedicated regions with a view to informing future product development and company strategy.

Person Specifications (essential requirements unless stated)

Training and Education

• Essential: Bachelor’s Degree or equivalent in a science, engineering or business discipline.
• Desirable: Experience with spectroscopy or other physical science instrumentation.
• Minimum 2 years’ experience in a senior field sales role or 4 years of sales experience.
• Experience in selling or supporting technical and high‑value products in the physical science field.
• Strong background in business development, including relationship building and complete customer interaction across multiple departments and functions.
• Physical science sales experience, including spectroscopy.
• Proven success in key account relationship management.

Behavioural Skills and Competencies

• Results‑oriented, able to work on own initiative.
• Able to build good business relationships across a wide variety of cultures, functions, and personalities.
• Strong technical knowledge and ability to communicate technical information concisely and understandably.
• Takes ownership of customer problems and issues, works to resolve them and sees them through to resolution.
• Establishes relationships with customers and strengthens them through clarity and competence.
• Is flexible, does the right thing and spends time understanding and meeting customer needs.
• Applies relevant knowledge of current customers to grow the business.

Motivation & Drive

• Has a positive attitude that fosters a proactive ethos in the rest of the team and department.
• Creates a climate in which people want to do their best.
• Is ambitious for the business and the future of Andor Technology.
• Takes on challenges willingly and in an assured and confident manner.

Special Circumstances

• Travel minimum of 50% of working time expected, including overnight travel 30%. Occasional international travel.
• Able to work outside core hours when required.
• Able to work from a home office with disciplined work ethic.

Compensation

In accordance with Massachusetts law, the expected salary for this full‑time, benefited position is between $90,000 and $100,000 plus commission. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.

EEO Statement

We are an Equal Employment Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.