Senior Territory Account Manager (Mountain West)

2 Months ago • 3 Years + • Account Management • $105,600 PA - $158,400 PA

Job Summary

Job Description

Illumina is seeking a Senior Territory Account Manager for the Mountain West region to drive sales and achieve territory objectives. The role involves developing and executing strategic business plans, managing key accounts with expertise, and providing feedback on sales opportunities and market activities. Responsibilities include exceeding revenue targets, managing and growing key accounts, executing sales plans to meet quotas, maintaining CRM data, engaging customers in complex sales environments, navigating multi-tiered sales processes for capital equipment, consumables, and services, developing long-term profitable accounts through relationship building and subject matter expertise, identifying sales opportunities in Oncology, Complex disease, Reproductive Health, Infectious Disease, and Whole Genome/Exome Sequencing, conducting account mapping and prospecting, preparing and presenting compelling sales presentations, and coordinating sales activities with internal stakeholders. The role requires extensive travel.
Must have:
  • Minimum 3 years of clinical/translational outside sales experience
  • Proven track record growing targeted markets
  • Strong technical background in molecular biology, sequencing, or genomics
  • Excellent sales, networking, and account development skills
  • Ability to convert qualified leads into closed deals
  • Strong listening, time management, organizational, and interpersonal skills
  • Strong negotiation skills
  • Detail and service-oriented
  • Team-minded approach
Good to have:
  • Experience with high-value capital equipment sales
Perks:
  • Access to genomics sequencing
  • Family planning benefits
  • Health, dental, and vision insurance
  • Retirement benefits
  • Paid time off
  • Eligibility for variable cash programs (bonus or commission)
  • Potential equity as part of compensation

Job Details

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.

About the job

Position Summary

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 account 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

The estimated base salary range for the Sr. Territory Account Manager (Mountain West) role based in the United States of America is: $105,600 - $158,400. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. Compensation decisions are dependent on several factors including, but not limited to, an individual’s qualifications, location where the role is to be performed, internal equity, and alignment with market data. Additionally, all employees are eligible for one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits as innovative as our work, including access to genomics sequencing, family planning, health/dental/vision, retirement benefits, and paid time off.


We are a company deeply rooted in belonging, promoting an inclusive environment where employees feel valued and empowered to contribute to our mission. Built on a strong foundation, Illumina has always prioritized openness, collaboration, and seeking alternative perspectives to propel innovation in genomics. We are proud to confirm a zero-net gap in pay, regardless of gender, ethnicity, or race. We also have several Employee Resource Groups (ERG) that deliver career development experiences, increase cultural awareness, and offer opportunities to engage in social responsibility. 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. Illumina conducts background checks on applicants for whom a conditional offer of employment has been made. Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable local, state, and federal laws. Background check results may potentially result in the withdrawal of a conditional offer of employment. The background check process and any decisions made as a result shall be made in accordance with all applicable local, state, and federal laws. Illumina prohibits the use of generative artificial intelligence (AI) in the application and interview process. If you require accommodation to complete the application or interview process, please contact accommodations@illumina.com. To learn more, visit: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. The position will be posted until a final candidate is selected or the requisition has a sufficient number of qualified applicants. This role is not eligible for visa sponsorship.

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About The Company

At Illumina, our goal is to apply innovative technologies and revolutionary assays to the analysis of genetic variation and function, making studies possible that were not even imaginable just a few years ago. These studies will help make the realization of personalized medicine possible. With such rapid advances in technology taking place, it is mission critical to have solutions that are not only innovative, but flexible, scalable, and complete with industry-leading support and service. As a global company that places high value on collaborative interactions, rapid delivery of solutions, and prioritizing the needs of its customers, we strive to meet this challenge. Illumina’s innovative, array-based solutions for DNA, RNA, and protein analysis serve as tools for disease research, drug development, and the development of molecular tests in the clinic.



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