Executive Territory Account Manager - Mid Atlantic

Illumina•US - Maryland - Remote, MD

1d•$118,200 - $177,200•Onsite

About The Position

The Executive Territory Account Manager is responsible for achieving territory sales objectives and growth targets in line with Illumina’s mission. The role develops and implements strategic and tactical sales plans, forecasts sales projections, and provides regular feedback on sales opportunities, market conditions, and competitor activities. The territory is centered in Rockville, Maryland. The position is field-based, customer-facing, and home-office based, with at least 50% field activity expected. The role manages and expands customer relationships, generates new business, and consults with customers on Illumina’s products, services, and capabilities. It requires scientific knowledge to support collaborative sales and deliver technical or scientific presentations. The account manager also monitors market trends, matches customer objectives with Illumina’s capabilities, and collaborates across the company to meet customer needs. The position involves navigating sales processes for capital equipment, consumables, and services. The estimated U.S. base salary range is $118,200–$177,200. Employees are eligible for a variable cash program (bonus or commission), and eligible roles may receive equity. Benefits include access to genomics sequencing, family planning, health, dental and vision coverage, retirement benefits, and paid time off. This role is not eligible for visa sponsorship.

Requirements

Knowledge of clinical and research-applied genetics and genomics.
Foundational 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.
At least 8 years, or equivalent, of proven life science capital sales experience.
Strong motivation and 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 in multi-layered environments.
Experience winning and growing business and establishing long-term customer relationships.
Success leading highly collaborative cross-functional teams with customer-facing roles.
Well-developed professional and strategic sales skills, including the ability to develop and grow key accounts through networking at all levels of customer organizations.
Typically, at least 8 years of related experience with a bachelor’s degree, 6 years with a master’s degree, 3 years with a PhD, or equivalent experience.

Responsibilities

Develop territory- and account-specific sales plans.
Implement and execute sales plans to meet assigned quotas.
Conduct field-based activities, with at least 50% field activity expected.
Adjust sales plans in response to changing company and customer needs.
Forecast accurately and manage the sales pipeline.
Proactively use and maintain the CRM database.
Manage existing accounts and customer relationships while working to expand the customer base.
Prospect for and generate new customer leads and business.
Continue learning about applications and growth opportunities for Illumina technology, products, and services.
Use scientific knowledge in collaborative and consultative sales processes.
Deliver technical and scientific seminars and presentations on Illumina products, solutions, and capabilities.
Explain the role and relevance of Illumina’s product portfolio and consult with customers about it.
Monitor emerging market trends and customer needs to identify opportunities to create customer value.
Align customer business objectives with Illumina capabilities to deliver mutual value.
Develop and maintain strong customer connections at all organizational levels.
Collaborate cross-functionally across the company to achieve goals and meet customer needs.
Navigate and manage multi-tiered sales processes for capital equipment, consumables, and services.
Negotiate using a win-win approach.