Territory Account Manager, Northeast

Location: US - New Jersey

Job Description:

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The Sr Territory Account Manager's role is to ensure achievement of territory sales objectives in line with the Company's mission; to develop and implement sales plans through both strategic and tactical activities; and to provide regular feedback on status of specific sales opportunities, the market and competitor activities while maintaining robust relationships with distributors as well as end users.

The preferred location for this role would be New Jersey and its associated metro areas.

Responsibilities:

Selling

  • Anticipates customer needs beyond existing scope of Illumina products and services

  • Engages and builds customer relationships over time moving toward trusted advisor/trusted partner

  • Leads RFP’s & tender responses

  • Conducts a strategic business review with key/top customers of historical performance review tests key assumptions, articulates value and uses that to adjust account plan

  • Proficient in the use of sales enablement tools such as cost-calculators, sequencing cost estimators to us in positioning to help build the business case for the use of our technology

  • Understand when/how to position financial services with account stakeholders

  • Matches customer business objectives to Illumina capabilities to deliver mutual value


Technology, Product, & Services Knowledge

  • Viewed as a trusted business advisor to the customer for technology, products and services

  • Uses in depth knowledge of Illumina’s technology, products and services to help customers formulate strategy and direction

  • Continually updates knowledge related to new directions in Illumina technology, products and services

  • Skilled at migration to NGS discussions

  • Deliver technical/scientific seminars and presentations on Illumina products and their capabilities


Customer, Segment & Industry Knowledge

  • Uses industry expertise and/or personal resource network to introduce customers to new and innovative ways of solving business challenges

  • Evaluates how the competition is positioning itself in the market and responds appropriately

  • Analyzes multiple market factors to determine impact on Illumina, its customers and its competitors

  • Understands and leverages solutions and can explain how solutions will benefit the overall business

Customer Support

  • Anticipates and identifies customer problems/needs and recommends solutions

  • Identifies and acts on opportunities to improve or expand customer services/experience

  • Pulls together people across functional/product lines to solve customer issues/problems

  • Turns around negative situations; wins back customer loyalty

Collaboration & Teaming

  • Effectively handles difficult interpersonal situations and keeps self/ team focused on customer

  • Demonstrates and fosters a win-win framework during negotiations/ group decisions

  • Accepts responsibility for team decisions

  • Helps build a high performing team around a common goal or vision

  • Engages cross functional resources, regardless of geographic location, in order to achieve goal/ meet customer needs

  • Shares best practices across team

  • Makes joint sales calls to support team members

Planning and Organizing

  • Effectively balances demands from multiple stakeholders

  • Ensures conflicting priorities are resolved so that customer needs are met/opportunities addressed

  • Effectively balances shore term and long term priorities

  • Develops and implements sales plans that drive the attainment of critical business objectives

  • Uses customer & product performance and 360 degree view of customers to create plans to grow share of wallet, expand lines of business and acquire new customers

  • Understands the drivers for various stakeholders at the customers and uses that information to create plans that drive sales

  • Listed responsibilities are an essential, but not exhaustive list, of the usual duties associated with the position. Changes to individual responsibilities may occur due to business needs.


Requirements:

  • Must be highly motivated and have strong ability to develop and maintain relationships with customers

  • Excellent verbal and written communications skills

  • Must be able to work independently and as a team player

  • Must have the ability to work in a fast paced environment

  • Previous sales experience in life sciences preferred

All listed requirements are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.


Experience/Education:

  • Typically requires a Bachelor’s degree and at least 5 years of experience in sales in life sciences or equivalent work experience.

Arlene Jordan