- Define the channel strategy in a given field territory, including the identification of key market segments
- Augment and drive recruitment of appropriate partners grow out indirect clinical markets
- Ensure partners can articulate Illumina solutions and our values
- Assist in developing, implementing and monitoring the annual channel partner collaborative growth plan to meet and exceed assigned budget and drive incremental sales revenue across the territory (inclusive of setting partner metrics)
- Mentoring and coaching partner/s to use Illumina sales tools (e.g. ) and sales process to drive expected growth and shorten the sales cycle
- Negotiate channel contracts, forecasting, sales and support terms
- Responsible for ensuring Illumina's commitment to customer satisfaction is performed, delivered and constantly improved in channel territory to protect our brand
- Conduct and document quarterly and collaborative growth plans through effective quarterly business reviews with forward looking action driven events
- Support day-to-day channel operations and escalation support in the given territory
- Complies with legal training when working with channel partners
- Gain partner mindshare and commitment and have the ability to distinguish among different personas within a partner's organization
- Execute regular sales forecast reporting calls with partners, addressing gaps and corrective action plan
- Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads and opportunities.
- Provide regular and accurate sales forecast updates
- Validate any data provided by partners or on PRM to ensure scorecards are correct
- Leverage Illumina's CRM / PRM database to effectively monitor and direct customer purchasing activities. Utilize CRM system to provide regular and accurate sales forecast reporting.
- Partner and collaborate with the team to plan and organize activities to ensure efficient and effective sales support, field service, and technical and applications support are provided.
- Prepare and present compelling customer sales presentations and participate in all sales activities and assist with general customer demonstrations, training and support.
- 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 clinical market status and key initiatives.
- Experience working in direct/indirect sales and/or sales management role selling into clinical customers.
- Technical background in molecular biology or genomics esp. in oncology and genetics is required.
- Must be able to build relationships at a very high level within key accounts in a given territory
- Strong desire to develop optimal sales coverage model while establishing long-term relationships with Channel Partners and customer creatively.
- Excellence listening, time management, organizational and interpersonal skills
- Detail individual and must be good at time management
- Strong team player able to leverage cross functional expertise to achieve goals.
- Ability to travel within the region to carry out primary responsibilities (50% –75% travel expected)
- BA/BS or MS or equivalent degree in Life Sciences. MBA or PhD is a plus.
- Typically requires a minimum of 5 years of related experience with a Bachelor's degree; or 3 years and a Master's degree; or a PhD without experience; or equivalent work experience BA/BS or MS or equivalent degree in Life Sciences. MBA or PhD is a plus.
- Minimum of 3 years of working in a key account management role
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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Channel Partner Account Manager for Clinical Applications, South Korea - Seoul, 대한민국. - Illumina
설명
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:
The Clinical Partner Account Manager (cPAM) is responsible for ensuring budgeted annual sales and profit objectives are met for Illumina's Channel Partner/s and any of its subsidiaries in a given territory. This position focuses on exceeding revenue targets and driving new opportunities in Korean clinical market through development of key accounts in a given territory. The cPAM serves as the central point of contact for channel organizations and drives growth planning programs in support of business objectives to ensure channel partners are committing to strategic initiatives. This position requires a high degree of business acumen, strategic thinking, cross-functional leadership and organizational skills, creativity and critical thinking, and proven written and verbal communication skills.
Position Responsibilities:
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.
Position Requirements:
All listed requirements are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.
Preferred Experience/Education/Skills:
