Sr Clinical Territory Account Manager
Illumina, Inc.
Victoria, Australia
6d ago

Position Summary :

The Clinical TAM (Territory Account Manager) will serve as the dedicated account leader responsible for ensuring continuous Illumina business growth and partnership with clinical customers, and will be responsible for either (1) Sydney / Brisbane, Australia, OR (2) Melbourne, Australia.

As the lead of a cross-functional account team supporting indirect accounts, the Clinical TAM serves as the operational lead for the delivery of Illumina technology.

The Clinical TAM will be responsible for developing and maintaining a seamless partnership with the customer to maximize all aspects of the relationship, including :

  • Adoption and use of Illumina products
  • Financial performance and business growth
  • Customer satisfaction
  • Product and technology development and optimization
  • In this role, the Clinical TAM will set goals for the account team, provide feedback, and facilitate communication between Illumina and each key account.

    The Clinical TAM is responsible to maximize the strategic business relationship by aligning the customer’s mission and strategic goals with successful utilization of current and future Illumina technology and services, and to manage both the customer relationship and the deployment of Illumina and sales channel partner resources allocated to achieve this goal.

    Task and Responsibilities :

  • Develop short and long term clinical strategies to position Illumina as a leading clinical company in the assigned territory.
  • Develop high-value, long-term profitable customer accounts through relationship building sales techniques.
  • Prepare and present compelling customer sales presentations and participate in all sales activities and assist with general customer demonstrations, training and support.
  • Negotiate all sales opportunities within company established parameters within the assigned accounts and generate associated sales contracts and quotations.
  • Maintain desirable pricing levels through effective sales negotiation.
  • Develop and maintain all account / contact details within Illumina’s CRM database. Utilize same to effectively monitor and direct customer purchasing activities.
  • Leverage CRM system to grow sales from existing customer base.
  • Provide regular and accurate sales forecast updates.
  • Create a business plan for each assigned account that satisfies goals as established by sales management.
  • Effectively build a short / medium / long term sales pipeline and manage the necessary levels of sales leads and opportunities.
  • Satisfy all product and technology training requirements as established by Sales management and the Training department.
  • Act as a central communication point to ensure information flow on all aspects of the business relationship is efficient, effective, and deployed appropriately.
  • Build relationships at all levels of the customer organization. Facilitate communication and relationship building between Illumina and client executives.
  • Manage the sales process including pricing management, project pipeline visibility, product and revenue forecasting, order transactions, and ship schedules.
  • Lead the account team to plan and organize activities to ensure efficient and effective sales support, field service, and technical and applications support are provided.
  • Participate in the introduction of new technology platforms and products to key accounts. Facilitate and enable flow of information to and from customer during pre-commercial phases.
  • Understand the competitive dynamics within the account and lead development and implementation of strategies and tactics that best position Illumina technology and products to neutralize competitor growth.
  • Provide Illumina management with regular feedback on account status and key initiatives.
  • Provide strategic account management best practice visibility and leadership internally as appropriate.
  • Preferred Education :

  • BA / BS or MS degree in Clinical or Biomedical Sciences desirable. PhD a plus.
  • Preferred Experience :

  • Minimum of 3 years' experience in a key account management role selling into clinical accounts and working with clinical stakeholders (e.
  • g. : Pathologists, clinical geneticists, OB / GYN and etc.) in the assigned territory.

  • Strong technical background in molecular biology or genomics esp. in oncology and reproductive genetics is required.
  • Regulatory experience highly desirable.
  • Experience with launching new products into the clinical market is ideal.
  • Strong technical background in molecular biology or genomics is required.
  • 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.
  • Excellent listening, time management, organizational and interpersonal skills.
  • Strong negotiation skills including high value capital equipment
  • Detail- and service-oriented individual.
  • Illumina believes that everyone has the ability to make an impact, and 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.

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