Executive Territory Account Manager - East Bay

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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 Executive/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.

Territory Location

East Bay, California.

Position is field-based, customer-facing and home office based.

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

• 8+ 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
• Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience.

#LI-REMOTE

The estimated base salary range for the Executive Territory Account Manager - East Bay role based in the United States of America is: $135,400 - $203,200. 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 [email protected]. 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.