MKS Instruments

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Sr. Sales Territory Manager

at MKS Instruments

Posted: 5/10/2019
Job Reference #: 2934

Job Description

Irvine, CA

Job Category:

Employment Classification:
Full Time

MKS Instruments, Inc. is the parent company of Newport Corporation®, Spectra-Physics® and Ophir®, leaders in photonics, optics, lasers and motion/vibration control. MKS is a worldwide leader in technology solutions for thin film, process and industrial manufacturing, environmental monitoring, defense and security, life sciences and research.

The Sales Territory Manager is responsible for identifying business opportunities, meeting customer needs, and promoting the brand, product offering and capabilities.  The Sales Territory Manager develops and maintains relationships with customers and accounts in the assigned geographical region and/or named accounts.  The primary focus of this position is generating new business at new and existing accounts to gain market share and increase profitability.  The role requires effective lead follow up, opportunity identification and qualification, and technical and commercial discovery skills.  Frequent communication with the customer and coordination with internal product management, project management, engineering, manufacturing and quality resources is required.  

Location preference:  Bay Area or Southern California

Major Responsibilities:

  • Meet or exceed orders budget for assigned geographic territory and/or named accounts
  • Identify new opportunities, applications, segments, and markets for products and capabilities
  • Build strong relationships with customers at multiple levels in organization
  • Work as a team with other Sales Territory Managers to grow total business
  • Build relationships with all internal functional groups
  • Know products and capabilities and recognize market and customer dynamics and drivers
  • Provide accurate orders forecast to Sales Management
  • Develop and execute strategies for territory and specific accounts
  • Attend tradeshows and conferences
  • Manage and maintain orders pipeline and opportunities in CRM
  • Identify, collect, and disseminate sales best practices, customer requirements, and customer feedback to drive continuous improvement of business


Education & Experience

  • Bachelor's (or higher) degree in Photonics-related field (Physics, Engineering, Applied Science)
  • Experience selling photonics and laser products
  • Extensive product, customer, competitor and market knowledge
  • 10+ years of demonstrated success in a customer facing role
  • Demonstrated track record of meeting or exceeding sales goals in previous assignments
  • Demonstrated track record of compliance with sales policy and related regulations

Required Skills

  • Must possess strong initiative, resiliency, organizational and time management skills
  • Must be an excellent problem solver, comfortable with peaks and valleys in workload
  • Must have good leadership skill and decision making skill
  • Open and communicative, stable and reliable, with strong team work spirit
  • Excellent written and oral communication skills
  • Strong negotiation skills
  • Proficient computer, software, and data analysis skills (, Excel, Outlook, Word, Power Point)
  • Excel at remote work/supervision
  • Strong presentation skills

Soft Skills

  • Ability to perform with minimal direct supervisory intervention.
  • Coaching skill
  • Passionate about learning and succeeding

Physical Activities

  • This position requires frequent travel (30-50%)
  • This position requires the ability to occasionally lift office products and supplies, up to 25 pounds. No environmental hazardous or significantly unpleasant conditions (such as in a typical office)

Globally, our policy is to recruit individuals from wide and diverse backgrounds.  However, certain positions require access to controlled goods and technologies subject to the International Traffic in Arms Regulations (ITAR) or Export Administration Regulations (EAR).  Applicants for these positions may need to be “U.S. persons.”  “U.S. persons” are generally defined as U.S. citizens, noncitizen nationals, lawful permanent residents (or, green card holders), individuals granted asylum, and individuals admitted as refugees.

MKS Instruments, Inc. is an equal opportunity employer. We solicit and hire applicants regardless of race, color, national origin, sex, religion, age, disability, veteran status, or any other protected category. Our policy is to employ the most qualified applicants. We conduct background checks and drug screens, in accordance with company policies and federal and state guidelines.