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National OEM Manager (Code: 2126)

Overall Responsibility:

Overall responsibility is to increase OEM, VAR, Catalog and Special Products market sales through NII direct and dealer channels and market penetration. Achieve sales budget by establishing sound business plans to achieve product and dollar volumes and goals. Promote Sales direct to end-users through all sales channels, execute sales plan, and achieve established dealer sales goals. Perform appropriate account management and ensure representation of Microscopy and Imaging Products in all aspects of NII marketplace. Keep Senior Manager; US & Canada Sales apprised of sales, marketing and product activity.

Key areas of responsibility:

  • Develop and maintain a written strategic sales plan for direct and dealer channels, and ensure overall achievement of sales budget and product mix.
  • Manage all OEM, VAR, Catalog and Special Products Market sales activity to ensure achievement of sales goals.
  • Expand sales to increase market penetration in designated product areas and markets, evaluating and augmenting sales efforts by territory.
  • Advise dealers, distributors and other clients concerning sales, marketing strategies and advertising techniques to increase overall sales.
  • Provide applications and technical expertise on all assigned product lines to build sales and support dealers and factory representatives within assigned region.
  • Assist reps as a technical expert in demonstrating microscope and camera technology for OEM customers
  • Assist in negotiation for special pricing situations including volume sales and bid opportunities.
  • Work with Legal Department in preparation and negotiation of OEM and VAR contracts and NDA’s.
  • Administer contracts including but not limited to: maintaining customer relations, ensure all contractual obligations are adhered to and obtain new contracts.
  • Maintain a detailed master OEM account database with current account contact information, demographic data, purchasing history, and projected future needs by respective territory.
  • Conduct a Major Account Planning Strategy for OEM, assisting the sales efforts of dealer channels by analyzing market data and directing them to key target accounts.
  • Track budget data by monitoring daily/monthly orders and provide accurate budget status information to Senior Manager; US & Canadian Sales.
  • Organize and provide staffing support for trade shows.
  • Maintain effective dealer and customer relations.
  • Review market analyses to determine customer and dealer needs and forecast sales trends.
  • Report significant trends or changes in OEM markets to sales management.
  • Submit reports providing OEM sales data including but not limited to sales activity, daily activity log, business trends and competitive activity.
  • Attend sales meetings, trainings, workshops, and seminars. and trade shows as required.
  • Monitor all incoming inquiries via telephone and e-mail and ensure timely response.
  • Work outside of normal hours of operation, as needed, in order to fulfill essential functions and responsibilities.
  • Travel weekly as needed to secure new OEM business and increase existing OEM sales.

Qualifications:

  • Word, Excel and PowerPoint
  • MS Outlook
  • SAP reporting and Analysis
  • Salesforce.com
  • Advanced knowledge of computer hardware and software
  • Strong knowledge of microscopy and scientific instruments
  • Strong mechanical aptitude
  • Excellent communication skills
  • Excellent presentation skills
  • Excellent organizational and follow-up skills
  • Ability to lift up to 25lbs
  • Ability to travel, overnight, 60%
  • Ability to work outside of regularly scheduled work hours as needed

Education, skills & experience:

  • 3-5 year’s experience in a scientific and optical instrumentation sales environment.
  • BS in Bioscience field or equivalent

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