Key Account Manager, Clinical

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.

Position Summary:

Responsible for supporting existing accounts with commercial clinical expertise and growing new business, establishing customer relationships and achieving sales quotas.

Responsibilities:

Support growth in volume and revenue with existing commercial customers

• Develop deep understanding of customers' business and execute customer development action plans
• Track and report key competitor activities across customer types, analyzing the commercial market (e.g., reference labs, specialty labs) particularly in their territory, it's developments and foresee future trends
• Understand and monitor the priorities and meet full set of needs of key accounts across applications. Identify opportunities to expand to additional applications, increase share of wallet gains by driving cross and upsell across core products
• Effectively work with commercial clinical customers to propose the best cost-per-sample solutions by considering comprehensive business model requirements associated with workftow, reimbursement, new financing models etc.
• Create and maintain effective customer relationships, building toward deeper relationships with specifically targeted key accounts

• Maintain breadth of current knowledge across product portfolio and clinical sequencing markets to successfully consult and develop strategic selling positions
• Demonstrate to prospective customers ability to identify which applications, assays and protocols can increase customer utilization

Create, update, and execute all key account programs:

• Develop and execute medium and long-term strategy for key accounts, setting objectives with management
• Contribute to company's direct marketing capabilities by continuously submitting customer/contract information into database and report feedback and engagement activities to CRM
• Evaluate successes, risks and opportunities of programs and formulate plans to address these
• Review account progress and objectives on monthly basis, conducting business review with key customers
• Forecast potential sales/referrals in key accounts and contribute to company's direct marketing capabilities by continuously submitting customer/contract information into database

Develop and maintain a long-term strategic relationship with customer:

• Develop and nurture business relationships to engage key decision makers in a dialogue to understand their needs/expectations and demonstrate how lllumina solutions are best positioned to address customer needs
• Collect customer feedback and taking action when needed, coordinating across organization resources needed to support the customer, consistent with commercial

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:

• Typically requires a minimum of 8 years of related experience
• Strong sales, technical, and product expertise with extensive experience and a proven track record in Clinical/Life Sciences Sales
• Strong technical acumen in areas of next generation sequencing, diagnostic and regulatory knowledge, reimbursement landscape
• Possesses strong project management, planning, analytical skills and knowledge of CRM software platform
• Ability to drive towards clearly defined sales targets
• Understanding of healthcare industry standards, reimbursement, guidelines, and environments
• Experience in executive-level customer and clinician engagement with commercial clinical customers
• Ability to engage with full set of stakeholders within commercial clinical customers, including department heads, lab managers
• Team player with high self-drive to succeed
• Experience with international and local channels; understanding of regional specifics and regional regulatory landscape

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

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.