Senior Healthcare Territory Account Manager

Employment Type: Full-time Location: Houston, Texas Location Type: Field-based, customer-facing, home office based

Position Overview

At Illumina, we are expanding access to genomic technology to realize health equity for billions of people around the world. Our efforts enable life-changing discoveries that are transforming human health through the early detection and diagnosis of diseases and new treatment options for patients. Working at Illumina means being part of something bigger than yourself. Every person, in every role, has the opportunity to make a difference. Surrounded by extraordinary people, inspiring leaders, and world-changing projects, you will do more and become more than you ever thought possible.

The Senior Healthcare Territory Account Manager's role is to ensure the achievement of territory sales objectives and growth targets for the assigned territory in line with the Company's mission. This includes developing and implementing sales plans through both strategic and tactical activities, accurately forecasting sales projections, and providing regular feedback on the status of specific sales opportunities, the market, and competitor activities.

Responsibilities

• Development of territory and account-specific sales plans.
• Implementation/execution of sales plans to meet assigned sales quotas.
• Adjustment of sales plans in accordance with changing company and customer needs.
• Accurate forecasting and sales pipeline management activities.
• Proactive utilization and maintenance of CRM database.
• Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers.
• Demonstrate the role and relevance of Illumina’s product portfolio and provide consultation to customers on the same.
• Demonstrate command of scientific knowledge to engage in collaborative and consultative sales processes.
• Proactively monitor emerging market trends and customer needs to identify new opportunities to create value for our customers.
• Effectively collaborate cross-functionally across the company, regardless of geographic location, to achieve goals and meet customer needs.
• Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
• Match customer business objectives to Illumina capabilities to deliver mutual value.
• Effectively prospect for and generate new customer leads and business.
• Actively manage existing accounts/customer relationships and continuously work to expand the customer base.
• Develop and maintain strong customer connections at various levels in the organization.
• Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products, and services.
• Effectively handle interpersonal challenges and keep self/team focused on the customer.
• Demonstrate a win-win approach in negotiations.

Requirements

• Knowledge of and in-depth relationships with Texas and Oklahoma healthcare systems is a must.
• Strong understanding of clinical genetics and genomics is required.
• Demonstrable experience working with key clinical and research accounts and customers in Houston.
• 5+ years or equivalent of proven life science capital sales experience.
• Success working effectively within a highly collaborative, team setting.
• Success with independent lead generation, prospecting, and business development.
• Experience in consultative and strategic selling situations.
• Success driving complex sales within multi-layered environments.
• Experience winning/growing business and establishing long-term customer relationships within Texas healthcare organizations.
• Highly motivated with a strong drive to deliver exceptional results individually and as part of a team.
• Success working in a fast-paced environment and adapting to change.
• Understanding of next-generation sequencing (NGS).