Senior Territory Account Manager
Illumina
Summary
The Senior 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.
Job description
Position Summary
The Senior 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 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.
Requirements
- Knowledge of clinical and research applied genetics and genomics is required.
- Demonstrable experience working with key clinical and research accounts and customers in Houston.
- Typically requires 5+ 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.
- Understanding of next generation sequencing (NGS) and genotyping is foundational to the position.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Retirement benefits
- Paid time off
- Genomics sequencing access
- Family planning
- Bonus program
- Commission program
- Equity
Company overview
Illumina is a global leader in genomics technology, founded in 1998 and headquartered in San Diego, California. As a pioneering biotechnology company, Illumina specializes in developing, manufacturing, and marketing integrated systems for genetic analysis, with a primary focus on DNA sequencing and array-based technologies. The company's mission is to improve human health by unlocking the power of the genome, serving customers across research, clinical, and applied markets worldwide. Illumina's innovative platforms, including the NovaSeq, HiSeq, MiSeq, and NextSeq series, have revolutionized genomic research and clinical applications, enabling breakthroughs in personalized medicine, disease research, and drug development. With over 9,000 employees across 27 countries, Illumina has established itself as the dominant force in next-generation sequencing, processing more than 90% of all DNA sequencing data globally. The company's technologies support diverse applications from cancer research and rare disease diagnosis to agricultural genomics and infectious disease surveillance, making genomic insights accessible to researchers and clinicians worldwide.