Oxford Instruments is a leading company in the field of high-tech tools and systems for research and industry. Founded in 1959, we specialise in the design, manufacture and support of various scientific instruments and solutions, used in diverse areas such as materials science, nanotechnology and industrial applications. Oxford Instruments has played a significant role in advancing scientific knowledge and technological progress through our cutting-edge instruments and solutions.

We are seeking an Account Manager with a background within OEM's (Original Equipment Manufacturers) to recognise new opportunities and build on existing business relationships within key accounts.

What's in it for you?

At Oxford Instruments, we put our people at the heart of all we do. We embody our values of: We are Inclusive, we are Innovative, we are Trusted, and we are Purposeful. As an employee of Oxford Instruments, you will be given the development and mentorship to succeed, an environment that breeds authenticity and curiosity. We are committed to supporting a diverse and inclusive working environment, all of our people brings with them, unique perspectives and skills, varying levels of experience and a shared commitment to excellence providing an environment in which others can learn from each other, innovation is forefront of mind and collaboration flourishes. In addition, we also offer a comprehensive benefits package to include: 12:30 Friday finishes, BUPA private health insurance, dental insurance, group pension, cycle to work, tech and car schemes, as well as give as you earn and option to purchase shares, numerous discounts and 25 days holiday.

Key responsbilities:

Develop our Materials Analysis (MA) business with key OEM accounts with a focus on products which compliment electron microscopy. Identify key opportunities for Oxford Instruments (OI) to work with OEMs to produce and promote MA products. Assess ways of raising the profile of OI within OEMs to increase our market share. To collaborate with sales and marketing teams to identify imaginative and effective ways of achieving this. Implement and maintain a strategy for each OEM by finding common goals and developing professional relationships, enhanced products. To introduce relevant new MA products to our OEM partners to ensure market uptake. Update, maintain and distribute price lists as and when required. To facilitate and support pricing negotiations with OEM partners. Act as a single point of contact for our OEM partners to own and resolve technical and commercial issues. Work with Product management and NPI, develop product specifications and variants and product packages to compliment the OEM’s products and product roadmaps. Manage all existing third-party software integration projects.. Product manage the development of a new collaborative integration platform with the aim of broader commercialisation. To identify and approach new OEMs as they enter the marketplace, ensuring that OI is their preferred choice. Maintain professional awareness of relevant external technical and business developments and competitor activity.

Indicative performance measures:

OI revenue and growth Range of OI products supplied to key accounts Quality of relationships with sales, marketing, and technical personnel.

We are looking for...

Experience in managing a portfolio of customers or/and products Experienced in the use of advanced account management and selling techniques, e.g. solution-based selling, qualifying prospects, identifying key decision influencers and their personal wins, managing major bids, developing commercial terms and creative financing or risk sharing arrangements, surfacing and countering objections, negotiation, closing. Evidence of strong interpersonal and communication skills with proven impact at high level in customers. Highly personally credible with customers. Understands and manages within a technical environment. Able to explain the technical features, advantages, and benefits of relevant products. Able to liaise effectively with sales, technical support, and development teams Identifies and takes advantage of opportunities to achieve (and exceed) business objectives. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.

Our selection process: