Executive Territory Account Manager - Mid Atlantic

Position Summary

The Executive 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.

Responsibilities

• Development of territory and account-specific sales plans.
• Implementation/execution of sales plan to meet assigned sales quotas.
• Field-based activities at or greater than 50% is expected.
• Adjustment of 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.
• Actively manage existing accounts/customer relationships and continuously work to expand customer base.
• Effectively prospect for and generate new customer leads and business.
• Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products and services.
• Demonstrate command of scientific knowledge to engage in collaborative and consultative sales process.
• 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.
• Proactively monitor emerging market trends and customer needs in order to identify new opportunities to create value for our customers.
• Match customer business objectives to Illumina capabilities in order to deliver mutual value.
• Develop and maintain strong customer connections across all levels of the organization.
• 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.
• Demonstrate win-win approach in negotiations.

Requirements

• Knowledge of clinical and research applied genetics and genomics is required. Understanding of next generation sequencing (NGS) and genotyping is foundational to the position.
• Demonstrable experience working with key clinical and life science research accounts and customers in the Rockville, Maryland area.
• 8+ years or equivalent of proven life science capital sales experience.
• Highly motivated with strong drive to deliver exceptional results individually and as part of a team.
• Success with independent lead generation, prospecting and business development.
• Success driving complex sales within multi-layered environments.
• Experience winning/growing business and establishing long-term customer relationships.
• Success effectively leading a highly collaborative cross-functional team with customer-facing roles.
• 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.
• 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.