Executive Territory Account Manager - Mid Atlantic

Overview

Field-based, customer-facing Executive Territory Account Manager responsible for achieving sales objectives and growth targets for the Mid Atlantic territory, centered on Rockville, Maryland.

What you'll do

• Develop territory and account-specific sales plans.
• Implement and execute sales plans to meet assigned sales quotas.
• Conduct field-based activities at or greater than 50% of time.
• Adjust sales plans in accordance with changing company and customer needs.
• Engage in accurate forecasting and sales pipeline management.
• Proactively utilize and maintain the CRM database.
• Actively manage existing accounts and customer relationships and continuously work to expand the 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 a collaborative and consultative sales process.
• Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers.
• Demonstrate the role and relevance of Illumina's product portfolio and provide consultation to customers on same.
• Proactively monitor emerging market trends and customer needs to identify new opportunities to create value for customers.
• Match customer business objectives to Illumina capabilities to deliver mutual value.
• Develop and maintain strong customer connections across all levels of the organization.
• Effectively collaborate cross-functionally across the company regardless of geographic location to achieve goals and meet customer needs.
• Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
• Demonstrate a win-win approach in negotiations.

What you'll need

• Knowledge of clinical and research applied genetics and genomics.
• Understanding of next generation sequencing (NGS) and genotyping.
• 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.
• Bachelor's degree with a minimum of 8 years of related experience; or 6 years and a Master's degree; or a PhD with 3 years experience; or equivalent experience.

Details

• Location: Rockville, Maryland centered territory; field-based, customer-facing, and home-office based.
• Not eligible for visa sponsorship.