POSITION SUMMARY
This position is responsible for both managing the Sales team and conducting direct sales of Gatan and EDAX products in the United Kingdom, including the Republic of Ireland. This position sells the Company's products and services using technical, organizational, and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation. It is expected that input and activity from this position funds various aspects of marketing, market planning, and technical development of products and services. The position will be responsible for the entire United Kingdom and management of select distributor regions.
ESSENTIAL SKILLS AND RESPONSIBILITIES
* Maximize Gatan’s and EDAX’s visibility and penetration in the region
* Generation of revenue via the sale of all products assigned
* Determination of local marketing strategies and goals for each product and service, using market research to assess customer needs and sharing information with management and other team members
* Research and development of potential target customer contact lists
* Follow up on sales leads and development of opportunities toward successfully closed orders
* Organization of local events, including product workshops, local society and trade meetings, user meetings and customer presentations
* Customization of existing or new sales collateral to support the successful close of an order
* Provide detailed quotations to end users for current purchases and/or budget/grant proposals
* Schedule and log all activity into a CRM database, including creation and maintenance of all sales opportunities, as defined by Sales Department policies
* Manage sales team activities and guide strategic activities that improve business growth and efficiencies
* Management of distributors in countries outside of the United Kingdom to drive increased sales
* Work closely with service to help achieve a high level of customer satisfaction
* Work with accounting and service to resolve on-going accounts-receivable issues
* Other tasks, as assigned
QUALIFICATIONS
* Must possess excellent oral and written communication skills including formal presentation skills in front of small and large groups
* Fluent in English
* Demonstrated ability in problem solving and negotiation with special emphasis on closing the sale
* Experience selling state-of-the-art product offerings
* Demonstrable capacity to keep abreast of new technology trends and their application to real world projects
* Must possess a high degree of diplomacy, judgment, and the ability to deal with and influence persons in all types of positions
* Use of SalesForce, Microsoft Office and other business systems with a high level of efficiency
EDUCATION/EXPERIENCE
* Masters in physics, material science, life sciences or engineering preferred; having a PhD would be seen as an advantage
* 3-5 years of sales experience, with Sales experience in analytical instrumentation preferred
* 3-5 years of management experience, with distributor management preferred
* Background in TEM, SEM, FIB, XRD, or AFM required
* Background in Materials Science, Life Science, Physics, or Engineering
* Experience using sales techniques like Miller Heiman Strategic selling, SPIN selling, etc.
PHYSICAL DEMANDS/WORK ENVIRONMENT
The physical demands and work environment described here are representative of those that must be met by the employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
* Required to travel extensively within the territory and, at times, abroad
Electron Microscopy Technologies (EMT) is the world's leading manufacturer of high-quality instrumentation and software for imaging and analysis in TEM and SEM applications. The Gatan and EDAX names are recognized and respected throughout the worldwide scientific community and have been synonymous with high-quality products and the industry's leading technology. www.gatan.com | www.edax.com
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