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Sr. Sales Territory Manager / West

Newport Corporation, Irvine, CA, United States
Employer Description

Newport is a brand within the MKS Instruments Light & Motion division. The Newport product portfolio consists of a full range of solutions including motion control, optical tables and vibration isolation systems, photonic instruments, optics and opto-mechanical components. Newport’s innovative solutions leverage core expertise in vibration isolation and sub-micron positioning systems, opto-mechanical and photonics subsystems, to enhance our customers’ capabilities and productivity in the semiconductor, industrial technologies, life and health sciences, and research and defense markets.


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.

Job Description

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
Job Requirements



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 (Salesforce.com/CRM, 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)
14 May 2019
13 June 2019
Bachelor's Degree
Optical Components, Lasers, Sensors