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.

Position Summary:

The 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.

As the lead of a cross-functional account team supporting one or more key accounts, TAM serves as the operational lead for the delivery of Illumina technology, service and support. The TAM will be responsible for developing and maintaining a seamless partnership with the customer to maximize all aspects of the relationship, including:

• Adoption and use of Illumina products
• Financial performance and business growth
• Customer satisfaction
• Product and technology development and optimization

In this role, TAM will set goals for the account team, provide feedback, and facilitate communication between Illumina and each key account. The TAM is responsible to maximize the strategic business relationship by aligning the customer’s mission and strategic goals with successful utilization of current and future Illumina technology and services, and to manage both the customer relationship and the deployment of Illumina resources allocated to achieve this goal.

Position Responsibilities:

• Create a territory sales plan and key account management plans that satisfies goals as established by sales management.
• Provide timely information and updates pertaining to territory as required by sales management
• Provide regular and accurate sales forecast updates.
• Develop high-value, long-term profitable customer accounts through relationship building sales techniques
• Effectively prospect and generate new customer leads by developing a comprehensive knowledge of key prospects including customer stakeholder responsibilities, budget availability, and competition and market forces impacting business.
• Demonstrate command of scientific knowledge to engage in collaborative sale discussions and present relevance of Illumina's product portfolio and provide consultation to customers on same
• Prepare and present compelling customer sales presentations and participate in all sales activities and assist with general customer demonstrations, training and support.
• Engage customers in complex sales environment and successfully navigate and manage a multi-tiered sale
• Collaborate across functional teams among Field Marketing team, Field Application Scientists, Informatics, Services, Inside Sales, and others
• Develop territory with new Illumina customers and grow existing base by increasing utilization (pull-through) and new instrument acquisitions
• Negotiate all sales opportunities end to end within company established parameters in territory and generate associated sales contracts and quotations
• Maintain desirable pricing levels through effective sales negotiation
• Develop and maintain all account/contact details within Illumina’s Salesforce.com CRM database. Utilize CRM to effectively manage opportunity pipeline and monitor and direct customer purchasing activities
• Satisfy all product and technology training requirements as established by Sales management and the Training department
• Travel as necessary to customer sites to develop sales opportunities and key customer relationships.
• Travel as necessary to regional meetings and Illumina HQ in San Diego.

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:

• BA/BS or MS degree in Life Sciences, preferably with strong focus in genetics, PhD a plus
• Must be able to communicate in English.

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 Bachelor’s degree and a minimum of 2 years of experience in Life Science sales or a related area
• Technical background in genomics/Molecular Biology, Agrigenomics, Microbiology, or Applied Market preferred
• Experience working with next generation sequencing wet-lab workflows and data analysis highly desirable
• 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. Additionally, 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 purchases
• Highly motivated and successful individual who enjoys a challenging and dynamic work environment
• Strong desire to win business and establish long term customer relationships

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.