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Technical Sales Representative - OEM
Other USA
Date Posted:
01 Feb 2019
Vacancy Type:

Working closely with the world’s leading companies and universities, our technology is used to help scientists win Nobel prizes, astronomers detect neutron stars, and surgeons develop new treatments for cancer. We enable our customers to accelerate their R&D, increase productivity and make new scientific discoveries that underpin the shift to a greener economy, revolutions in materials and quantum technology, increased digital connectivity, and advances in medicine and healthcare.

Technical Sales Representative - OEM

Job Description

Date: January 2019

Job Title: Technical Sales Representative - OEM

Defined Territory: US-West

Reporting to: OEM Sales Manager Global

Location: US – West of Mississippi River

FLSA: Exempt

Main function of the job

As a sales engineer, you will combine technical knowledge with sales skills to achieve sales targets and build strong territory presence and pipeline, developing the OEM market for Andor products.

Key tasks and duties

  1. Generate, qualify and manage all sales leads, prospects and new customer accounts to meet/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 customer contact maps highlighting critical contacts in multiple functions.
  4. Determine and action sales strategies and goals for each product and service. Manage designated sales leads, prospects and customer accounts in a manner incumbent 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. Capture and document all pertinent information in the Andor CRM tool, Sales Logix.
  5. Manage Key Account relationships and annual frame/blanket orders for annual consumption of repeat business orders.This will include attention to Terms and Conditions of these orders, pricing negotiation, and obtaining regular forecasts from Annual Order customers to monitor their consumption pace.Provide 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 best solution for customers at best profitability.Evaluate product and service offering in terms of customers technical needs and manufacturing. Provide answers to technical and commercial queries from OEM customers in Scientific, Medical, and Industrial applications.
  7. Maintain and report sales forecasts, potential sales, customer feedback and activity plan and other reports, as required.
  8. Provide training to end users. Demonstrate equipment to customers as required to facilitate the sale of products.
  9. Establish and maintain strong industry contacts that support both industry knowledge and lead to sales. Continually compile market information/intelligence on dedicated regions with a view to providing market feedback to assist in the shaping of future product development and company strategy.
  10. Work with regional staff, HQ and other internal operations to establish a communication path with customer.
  11. Attend weekly sales web meetings and offer feedback and suggestions to improve product solutions. Attend annual sales meetings. Represent and promote Andor in a professional manner at trade fairs and conferences within the designated region.
  12. Travel as required to meet and develop sales targets which is expected to be a minimum of 50% of time.
  13. Any other duties as may be reasonably required from time to time by your Line Manager


Personal Specification



Essential Criteria

Desirable Criteria

Training and Education

Bachelor’s Degree or equivalent in a science, engineering or business discipline.

Educational experience with spectroscopy or life science optical instrumentation.


Minimum 2 years’ experience in a senior field sales role. Minimum 4 years sales experience.


Experience in selling or supporting technical and high-value products.


Strong background in business development, including relationship building, contract and terms review, complete customer interaction with multiple departments and functions


OEM sales experience.




Sales experience in both Spectroscopy and Life Science markets.


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 in concise and understandable manner.


Customer FocusTakes ownership of customer problems and issues, works to resolve them and see them through to resolution.


Establishes relationships with customers and strengthens this 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 pro-active 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 50% of working time expected

Able to work outside core hours when required.

Able to work from a home office with disciplined work ethic.








Why Andor?

Andor Technology is the global leader in the pioneering and manufacturing of high performance light measuring solutions, bringing together the latest developments in sensors, electronics, optics and software. Our ground-breaking low light imaging cameras, spectroscopy solutions and microscopy systems are being used to develop cures for cancer, explore deeper into space and examine clean energy sources. We are among the world’s most innovative companies in the Photonics industry, measuring light down to a single photon and capturing events occurring within 1 billionth of a second. With over 70 unique product solutions, 10,000 customers in 55 countries and 15 offices worldwide including China, Japan and the USA, Andor is devoted to supporting the greatest scientific advancements of our age. 

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