Description:
The Territory Account Manager's role is to ensure achievement of territory sales objectives and growth targets for the assigned territory in line with the Company's mission; to develop and implement sales plans through both strategic and tactical activities; to accurately forecast sales projections; and to provide regular feedback on the status of specific sales opportunities, the market and competitor activities.
Preferred Experiential Background
- Understanding of next generation sequencing (NGS) and genotyping is foundational to the position.
- Knowledge of clinical and research applied genetics and genomics is required.
- Demonstrable experience working with key clinical and research accounts and customers in San Francisco South Bay Area.
- 5-10+ years or equivalent of proven life science capital sales experience.
- Success working effectively within a highly collaborative, team setting.
- Success with independent lead generation, prospecting and business development.
- Experience in consultative and strategic selling situations.
- Success driving complex sales within multi-layered environments.
- Experience winning/growing business and establishing long-term customer relationships.
- Highly motivated with strong drive to deliver exceptional results individually and as part of a team.
- Success working in a fast-paced environment and adapting to change.
Responsibilities
- Development of territory and account-specific sales plan.
- Implementation/execution of sales plan to meet assigned sales quotas.
- Adjustment to sales plan in accordance with changing company and customer needs.
- Engage in accurate forecasting and sales pipeline management activities.
- Proactive utilization and maintenance of CRM database.
- Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers.
- Demonstrate role and relevance of Illumina’s product portfolio and provide consultation to customers on same.
- Demonstrate command of scientific knowledge to engage in collaborative and consultative sales process.
- Proactively monitor emerging market trends and customer needs in order to identify new opportunities to create value for our customers.
- Effectively collaborate cross-functionally across company regardless of geographic location, in order to achieve goals and meet customer needs.
- Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
- Match customer business objectives to Illumina capabilities in order to deliver mutual value.
- Effectively prospect for and generate new customer leads and business.
- Actively manage existing accounts/customer relationships and continuously work to expand customer base.
- Develop and maintain strong customer connections at various levels in the organization.
- Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products and services.
- Effectively handle interpersonal challenges and keep self/team focused on customer.
- Demonstrate win-win approach in negotiations.