Senior Territory Account Manager

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.

Position Summary:                 

Attract net new customers and expands currently low sales, high potential customers particularly in their territory1 by qualifying leads and outreach to prospective accounts and pulling specialists to customer conversations

Position Responsibilities:

Drive growth in volume, revenue, and share across new customers

• Co-create individual plans with regional and marketing leadership, monitor performance and compliance of strategic plans
• Execute established account marketing plan and develop relationships with proper ecosystem to spread awareness and create opportunities for organic growth
• Actively seek, identify and qualify new customers and new sales opportunities by engaging prospects in a dialogue to understand their needs/expectations, develop full set of solutions tailored to customer needs
• Articulate Illumina value proposition to prospects and define solutions that demonstrate how Illumina is best positioned to address customer needs
• Develop and deliver effective sales presentation and involve relevant internal stakeholders for on-site visits and demos
• Ensure that all necessary documentation and paperwork are completed accurately and efficiently
• Negotiate terms, pricing, and contracts with customers during purchasing
• Build relationship and trust for repeat business and orders and provide reorder support and help drive instrument utilization with new accounts
• Support relevant accounts transitions to account managers

Achieve KPIs and goals

• Achieve daily/weekly/monthly outreach KPIs for new accounts (e.g. outbound outreach, Min # of touchpoints, # of new accounts, sales orders) to generate pipeline
• Meet sales targets, maintains leads and report activities, customer feedback, opportunities, challenges, competition activities to CRM
• Contribute to company’s direct marketing capabilities by continuously submitting customer/contract information into database

Listed responsibilities are an essential, but not exhaustive list, of the usual duties associated with the position. Changes to individual responsibilities may occur due to business needs.

Position Requirements:

• Proven track record in Life Science/ Medical devices with impressive sales numbers
• Proficient understanding of sequencing across clinical and research
• Understanding of regional specifics and regulatory landscape
• Excellent written and oral communication and presentation skills, telephone sales skills
• Creative thinking, detail oriented, excellent time management, team player with high self-drive to succeed
• Strong analytical skills and commercial sense to develop strategic and tactical action plans

All listed requirements are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.

Preferred Experience/Education/Skills:

• Typically requires a minimum of 5 years of related experience with a Bachelor’s degree; or 3 years and a Master’s degree; or a PhD without experience; or equivalent work experience.
• Knowledge of CRM platform is a plus

Illumina believes that everyone has the ability to make an impact, and we are proud to be an equal opportunity employer committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, military or veteran status, citizenship status, and genetic information.