Sr. Territory Account Manager

About Illumina

What if the work you did every day could impact the lives of people you know? Or all of humanity?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.

Role Overview

The Senior Territory Account Manager's role is to ensure achievement of territory sales objectives in line with the Company's mission; to develop and implement sales plans through both strategic and tactical activities; and to provide regular feedback on status of specific sales opportunities, the market and competitor activities.

Responsibilities

• Write and execute a strategic business plan to exceed revenue targets by growing current base.
• Manage, maintain, and grow key accounts with the highest level of expertise.
• Development of a territory and account-specific sales plan.
• Execution of plan to meet assigned sales quotas
• Utilization and maintenance of CRM database
• Engage customers in complex sales environment
• Successfully navigate and manage a multi-tiered sales process for both capital equipment, consumables, and services
• Develop high-value, long-term profitable accounts through relationship building sales techniques as well as by providing subject matter expertise.
• Identify and manage high-caliber clinical and research sales opportunities through professional screening processes and use of all available information resources.
• Focus areas will include Oncology, Complex disease, Reproductive Health, Infectious Disease, and Whole Genome/Exome Sequencing.
• Develop comprehensive knowledge of prospects through account mapping and prospecting. Details include but are not limited to personnel and responsibilities, budgeting, internal politics, products and services, competition and market.
• Prepare and present technical, compelling customer sales presentations and participate in all sales activities and assist with general customer demonstrations, training and support as needed.
• Coordinate and communicate sales activities and strategies effectively to supervisors and internal stakeholders.
• Manage and maintain account/contact details within Illumina’s CRM database. Utilize same to effectively monitor and direct customer purchasing activities.
• Leverage CRM and other tools/reports to grow sales from existing customer base and expand the customer base in assigned territory.
• Work to provide regular and accurate sales forecast updates, with a focus on instrumentation and reagent pull through.
• Effectively build a short/medium/long term sales pipeline and manage the necessary levels of clinical sales leads, prospects, and opportunities.
• Satisfy all product and technology training requirements as established by Sales management and the Training Department.

Requirements

• Minimum of 3 years of experience in clinical and/or translational outside sales.
• Proven track record growing specific, targeted markets.
• Strong technical background in molecular biology, sequencing, or genomics.
• Well-developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels of the customer organization.
• Demonstrated ability to convert qualified leads into closed deals.
• Excellent listening, time management, organizational and interpersonal skills.
• Strong negotiation skills including high-value capital equipment
• Detail- and service-oriented individual.
• Team minded approach to selling.
• Field Travel at or greater than 50% is expected