Senior Manager, Informatics Sales Specialists , US

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.

Lead and manage a team of Informatics Sales Specialists covering the Americas with primary focus on the United States.  Sales Specialists are the deep technical, application, product, domain experts who work in close coordination with other sales functions such as Territory Account Manager, Key Account Manager, District Sales Manager, Sub-regional General Manager, Inside Sales Representatives, Regional Marketing, etc.  As the leader of this team, this role is responsible for ensuring budgeted annual sales and expense targets are met for the defined sales territories for Illumina’s Informatics/Data Analysis business for the end-to-end suite of bioinformatics products and services. 

Tasks and Responsibilities:

• Develop, implement and monitor the specialist business/territory sales strategies, areas of focus and annual fiscal goals to meet assigned revenue quota.
• Actively lead and evolve team selling model to ensure alignment within sub-regions, districts and territories to expand commercial reach and maximize efficiencies.
• Responsible for the recruitment, development, retention and management of the team.
• Responsible for ensuring that Illumina’s commitment to customer satisfaction is performed, delivered, and constantly improved.
• Ensure that the team is actively and efficiently directly interfacing with customers towards achievement of revenue targets. 
• Ensure that Illumina’s values are followed by all staff.
• Monitor and assess market and product trends; drive knowledge cycle among Informatics specialists and facilitate broader cross functional dissemination of information across the entire commercial selling team. 
• Work with your manager to establish territory quotas and achieve the quarterly and annual sales plan as assigned.
• Routinely control selling and other expenses for the team within assigned expense budgets.
• Ensure that sales staff achieves their quotas, follows company guidelines/practices/policies, and provide timely feedback and development plans to correct for underperformance.
• Responsible for ensuring various sales analytics tools are completely utilized, updated, and reflective of evolving team needs.
• Ensure a high level of liaison with other departments (e.g., Regional and Product Marketing/Management, Customer Support, Technical Support, R&D etc) and local sales team & staff to ensure coordination of activities and understanding of common goals.
• Communicate regional business landscape, current and future trends and customer success stories to key stakeholders and executives via business reviews and other forums.
• Act as conduit for voice of customer/field to internal stakeholders in relation to product strategy and commercialization.
• Sell and evangelize Illumina’s Data Analysis and Management vision and product offering.
• Act as key consultant for major tradeshows/large custom facing activities and events.
• Proactively build and maintain relationships with sales leaders to drive cross team communication, alignment of strategy and selling execution.

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

Preferred Educational Background:

• BA/BS or MS or equivalent degree in Bioinformatics or related -omics Data Analysis or Data field.  PhD is a plus.

Preferred Experiential Background:

• A minimum of 12+ years of sales/customer facing experience in the Life Science/Genomics industry with some portion of that related to Bioinformatics/Data analysis (required).
• A minimum of 3+ years of sales/team management experience in the Life Science industry.  This experience is highly desired.  Experience managing or leading a commercial team or for-profit business in a related/similar field can substitute for direct sales management experience.
• Knowledge of and technical expertise in Genomics, Next Generation Sequencing and all related applications with a focus on data analysis.
• Knowledge of and recent/current technical expertise in Next Generation Sequencing competitive/market landscape.
• Knowledge of and experience in selling into Clinical and Translational research settings, as well as more traditional research labs and customers. 
• Ability to effectively communicate and influence internal and external audiences, using both oral and written communication skills.
• Experience and familiarity with a highly matrixed sales model and organization structure is desirable.
• Experience with quota and expense budget planning and tracking.
• Ability to report on sales results to senior sales management and other related functions when needed.
• Ability to present on status of markets and/or Illumina’s business in areas of focus to internal and external stakeholders.
• Ability to think and operate strategically.

Travel:

Travel can be 35 to 50% of the time. Varies based on needs and activities.  Will likely need to travel to San Diego company headquarters on occasion.

Location:

Must be based in a major US city that is near a main airport. Relocation package is not included for this position. 

The estimated base salary range for the Senior Manager, Informatics Sales Specialists , US role based in the United States of America is: $152,600 - $228,800. 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.

At Illumina, we strive to foster a diverse and inclusive workplace by cultivating an environment in which everyone contributes to our mission. Built on a strong foundation, Illumina has always been rooted in openness, collaboration, and seeking alternative views and 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 demonstrate our collective commitment to diversity and inclusion in the communities we live and work. 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. 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.