Regional Sales Manager - IA Central

Job Title
Regional Sales Manager - IA Central

Location
Concord, MA, US (Remote position)

Reporting
Reports to: Senior Vice President of Sales – Imaging & Analysis Americas

Key Relationships
Direct Reports: Team of Territory Sales Managers from multiple Business Units (BU)

Additional Relationships: OEMs, Distributors, Service, Marketing, Sales Enablement, Applications, and key customers.

Primary Purpose
To exceed OI unit and dollar based sales targets in the assigned region and ensure all other OI strategic goals are achieved. The RSM is responsible for sales strategies that deliver rapid market share and revenue growth, promotes a performance‑based culture, and empowers reports to be successful through coaching and ensuring the proper structure and resources.

Responsibilities

Strategic Planning & Execution: Achieve regional unit and dollar budget set for each BU, develop and execute strategic business plans producing rapid and sustainable growth, and ensure the team focuses on hunting activities and new sales opportunities through Territory Action Plans and daily activities.

Sales Forecasting & Pipeline Management: Monitor and direct team members to maintain daily updates in CRM with consistent fields for leads and opportunities; use funnel calls to keep forecasts accurate at opportunity and month levels.

Sales Development & Coaching: Oversee performance of direct reports and provide ongoing development at an individual level, including skills
eeds assessments, feedback, and coaching sessions; keep discounting minimal and coach on value selling.

Market Development: Monitor local industry trends and competitor activity, develop strategies to exploit opportunities and mitigate threats, travel with the sales team, meet customers and OEM partners, cultivate key accounts and partnerships, and attend shows, webinars, and associations.

Cross‑Functional Collaboration: Seek collaboration opportunities between I&A teams (Sales Enablement, Marketing, Operations, Product Management, etc.) and other OI Business Unit sales channels.

Additional Responsibilities: Manage business expenses of self and direct reports to minimize operational costs; other responsibilities upon request.

Performance Measures

Meet/exceed sales goals at dollar and unit level

Year‑over‑year sales growth and improved profitability

Establish a performance‑based culture including OI30 Ways of Working behaviors

Ongoing development and success of individual team members

New opportunity generation and overall funnel health

Forecast accuracy and CRM fidelity

Education & Qualifications

Bachelor’s in business, marketing, engineering, materials sciences, chemistry, physics, or related field (required).

Minimum 5+ years Technical Sales experience in the scientific space.

Experience selling high‑tech capital equipment and managing complex sales cycles.

5+ years of Sales Management Experience.

In‑depth experience of relevant technologies, customers, and markets.

Familiarity with funding tender processes and academic and government research markets.

Professional Skills / Abilities

Analytical equipment/instrumentation experience strongly preferred.

Strong sense of urgency.

Track record in technical sales.

Quick learner of technical information.

Professional network and toolset enabling immediate results.

Experience developing and implementing business plans and supporting strategies to achieve growth goals.

Scientific background or knowledge of relevant scientific markets.

Extensive experience with CRM platforms, preferably SAP CRM.

Ability to communicate and operate as a cross‑functional team with sales, service, marketing, applications, and other departments.

Highly developed commercial understanding.

Ability to multi‑task in a dynamic, fast‑paced environment.

Personal Qualities

Desire and capability to work well in a team environment.

Drive to get things done quickly with high energy and resilience.

Highly organized with strong affinity for detail.

Excellent communication skills in various formats (verbal, PPT, Excel, etc.).

Able to accept feedback and modify approach as required.

Ability to bring teams together, creating alignment across functions.

Valid full driver’s licence and ability to travel approximately 60% time, including occasional international travel.

Ability to build effective working relationships internally and externally across all parts of the business.

Compensation
In accordance with Massachusetts law, the expected salary for this full‑time, benefited position is between $140,000 - $165,000 plus a management bonus. The actual compensation will be determined considering factors such as relevant skills and experience and other factors permitted by law.

Nearest Major Market: Boston

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