Illumina is looking for an Executive Territory Account Manager to join our team in the East Bay. In this role, you will be responsible for achieving territory sales objectives in alignment with our mission to expand access to genomic technology. You will develop and implement strategic and tactical sales plans, providing regular feedback on opportunities and market dynamics.
What You'll Do
- Write and execute a strategic business plan to exceed revenue targets by growing the current customer base.
- Manage, maintain, and grow key accounts with the highest level of expertise.
- Develop and execute a territory and account-specific sales plan to meet assigned sales quotas.
- Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
- Develop high-value, long-term profitable accounts through relationship building and subject matter expertise.
- Identify and manage high-caliber clinical and research sales opportunities through professional screening.
- Focus on key areas including Oncology, Complex disease, Reproductive Health, Infectious Disease, and Whole Genome/Exome Sequencing.
- Develop comprehensive prospect knowledge through account mapping, covering personnel, budgeting, politics, products, and competition.
- Prepare and present compelling technical sales presentations and assist with customer demonstrations, training, and support.
- Coordinate and communicate sales activities and strategies effectively to supervisors and internal stakeholders.
- Manage and maintain account details within Illumina’s CRM database to monitor and direct customer purchasing.
- Leverage CRM and other tools to grow sales from existing customers and expand the base in your assigned territory.
- Provide regular and accurate sales forecast updates, with a focus on instrumentation and reagent pull-through.
- Build and manage a short-, medium-, and long-term sales pipeline of clinical leads, prospects, and opportunities.
- Satisfy all product and technology training requirements as established by Sales management.
What We're Looking For
- 8+ years of experience in clinical and/or translational outside sales.
- A proven track record of growing specific, targeted markets.
- A 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 customer levels.
- Demonstrated ability to convert qualified leads into closed deals.
- Excellent listening, time management, organizational, and interpersonal skills.
- Strong negotiation skills, including for high-value capital equipment.
- A detail- and service-oriented individual with a team-minded approach to selling.
- Ability to travel in the field at 50% or greater.
- 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.
Technical Stack
- CRM
Benefits & Compensation
- Compensation range: $135,400 - $203,200 + equity: Eligible roles may receive equity as part of the compensation package.
- Access to genomics sequencing
- Family planning support
- Health, dental, and vision insurance
- Retirement benefits
- Paid time off
- Variable cash programs (bonus or commission)
Work Mode
This is a hybrid position based in the East Bay, California area.
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.
