Sr. Territory Account Manager, Agriculture

Position Summary:                 

The Sr. Territory Account Manager's role is to ensure achievement of territory sales objectives in line with the Company's mission, to control, organize and direct sales activities through both strategic and tactical activities, and to provide regular reports on status of specific sales, the market and competitor activities. We are seeking an experienced candidate who is familiar with driving sales in assigned market.

Position Responsibilities:

• Represent the company professionally, ethically and morally at all times.
• Responsible for developing high value customer accounts through the sale of Illumina’s products and services.
• Participates in all sales activities and assists with general customer demonstrations, training and support.
• Coordinates and communicates sales activities and strategies effectively to supervisor.
• Develops and maintains all account/contact details within Illumina’s CRM database. Utilizes same to effectively monitor and direct customer purchasing activities.
• Provides regular and accurate sales forecast updates.
• Assists with the development of a customized territory plan – and follows territory plan to provide best return on sales territory and consolidation of travel – time management.
• Maintains an effective, professional working relationship with internal customers and product development groups.
• Establishes and maintains a comprehensive database of all users in territory within CRM. Look for trends in usage/applications and identify how we can leverage additional sales based on this information.
• Spend at least 40% of their time in the field developing customer relationships.
• Appropriately utilize company resources required to support a sale, with regard to company operating expenses.
• Negotiates all genetic analysis sales in territory and generates associated sales contracts and quotations.
• Assists in the identification and recruitment of new sales people as required
• Aids, supports, and helps develop new sales territories created through business growth
• Assist with workshops, conventions, seminar series and other marketing activities as required. Prospect Selection & Screening
• Identify and manage high-caliber genetic analysis sales opportunities through professional screening processes and use of all available information resources.
• Develop comprehensive knowledge of prospects including personnel and responsibilities, budgeting, internal politics, products and services, competition and market.
• Initiate and develop relationships with various key personnel at selected targets
• Promptly follow-up on any sales leads by making direct contact with prospect and commencing screening
• Work with other company personnel as intermediaries (when appropriate) to establish target customer relationships
• Distinguish between regular sales and business development opportunities. When the latter is identified bring Business Development into the customer relationship. Sales should always take primary responsibility for managing the customer relationship and associated logistics. Sales
• Close high quality sales prospects to meet sales targets.
• Maintain primary relationship with prospects during pre-sales, sales and post sales phases
• Maintain profit margins through effective sales negotiation.
• Ensure that customers are fully satisfied with the transactions

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.