Senior Territory Account Manager - Maryland

What if the work you did every day could impact the lives of people you know? Or all of humanity?
At Illumina, we are expanding access to genomic technology to realize health equity for billions of people around the world. Our efforts enable life-changing discoveries that are transforming human health through the early detection and diagnosis of diseases and new treatment options for patients.
Working at Illumina means being part of something bigger than yourself. Every person, in every role, has the opportunity to make a difference. Surrounded by extraordinary people, inspiring leaders, and world changing projects, you will do more and become more than you ever thought possible.
Location
Greater Washington DC territory (Maryland, Virginia, DC).
Position is field-based, customer-facing and home office based.
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 the Federal Government, specifically the NIH and the FDA.
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.
Education/Experience

Typically requires a minimum of 5 years of related experience with a Bachelor’s degree in Life Science, or equivalent work experience. Advanced degree preferred.
The estimated base salary range for the Senior Territory Account Manager - Maryland role based in the United States of America is: $107,700 - $161,500. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. Compensation decisions are dependent on several factors including, but not limited to, an individual’s qualifications, location where the role is to be performed, internal equity, and alignment with market data. Additionally, all employees are eligible for one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits as innovative as our work, including access to genomics sequencing, family planning, health/dental/vision, retirement benefits, and paid time off.
We are a company deeply rooted in belonging, promoting an inclusive environment where employees feel valued and empowered to contribute to our mission. Built on a strong foundation, Illumina has always prioritized openness, collaboration, and seeking alternative perspectives to propel innovation in genomics. We are proud to confirm a zero-net gap in pay, regardless of gender, ethnicity, or race. We also have several Employee Resource Groups (ERG) that deliver career development experiences, increase cultural awareness, and offer opportunities to engage in social responsibility. 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. Illumina conducts background checks on applicants for whom a conditional offer of employment has been made. Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable local, state, and federal laws. Background check results may potentially result in the withdrawal of a conditional offer of employment. The background check process and any decisions made as a result shall be made in accordance with all applicable local, state, and federal laws. Illumina prohibits the use of generative artificial intelligence (AI) in the application and interview process. If you require accommodation to complete the application or interview process, please contact accommodations@illumina.com. To learn more, visit: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. The position will be posted until a final candidate is selected or the requisition has a sufficient number of qualified applicants. This role is not eligible for visa sponsorship.