Job Description

Role Details

Business, Location:

Andor, China

Role:

Account Manager

Reports to:

Regional Sales Manager—South China

Direct Reports:

None

Primary Purpose:

To achieving budgeted sales (value and volume), both for physical science (PS) & life science (LS) sales and product mix; and to develop close relationships by supporting customers and distributors to facilitate increased sales. To have deep understanding of PS/LS products and customer needs. To develop both academic and industrial market. To develop intimacy with key opinion leaders (KOL) in the territory. To maximise leads and opportunities development for Oxford Instruments full products.

Key Responsibilities

• To achieve or exceed sales targets for LS in the South China and for PS in direct territory.
• To establish and maintain comprehensive coverage of the agreed territory and products by enhanced direct sales activities.
• To develop and manage channel partners in agreed territory and make sure company compliance process implemented.
• To have deep understanding of PS/LS products and customer needs.
• Key marketing activities organization, including workshop, customer events, etc.
• To develops and manages the annual process of: creating sales strategies and plans, sales assumptions, projections and goals.
• To evaluate market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
• To monitors and reports weekly and monthly the status of sales vs. target, competitor activity,
• To make sure that the SAP is maintained and kept fresh.
• To uphold OI Brand integrity and operate in a manner consistent with OI brand values.
• To ensure that all orders and other customer communications are promptly and accurately handled.
• To takes appropriate action to communicate customer service problems to customer support team.
• To manage overall customer satisfaction.
• To 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.

Indicative Performance Measures

• Sales volume and value for systems against target
• Future order book value/ volume; bid/ win ratio
• Leads generation and opportunities turnover rate

Person Specification – Essential requirements unless stated

Education / Qualifications:

Essential

• Bachelor’s degree majored in biological ormaterial related subjects
• Understanding of relevant scientific applications
• Understanding of relevant technologies

Desirable

• Master’s degree or above is preferred

Professional Skills/ Abilities:

• Candidates should have proved successful experiences leading project-based cases to sell high value products/systematic portfolio.
• Significant experience in designing channel infrastructure both direct and via distributors across China markets
• Demonstrated ability in selling to end user customer base (LS and clinical research/scientific community)
• Good learning agility, the candidate should be able to learn product and understand market/customers rapidly
• A strong network in relevant research & industrial communities to facilitate creation of new opportunities.

Personal Qualities:

Communication

• Communicates effectively, one to one and in small groups, written and verbal, and explains why.
• Tailors the tone, message and approach to engage the audience.

Motivation & Drive

• Is driven and enthusiastic, which encourages commitment from others.
• Responds positively to problems and uses them as an opportunity to do things differently or better.

Delivering Results & Continuous Improvement

• Is flexible and able to revise the plan when needed.
• Highlights areas for continuous improvement.

Customer Focus

• Able to build and mature effective business relationships across a wide variety of cultures, personalities and sectors

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