Position Summary:

The Clinical Territory Account Manager will serve as the dedicated account leader responsible for ensuring continuous Illumina business growth and partnership with clinical customers across the Greater China region.

As the lead of a cross-functional account team supporting one or more named clinical accounts, the Clinical TAM serves as the operational lead for the delivery of Illumina technology, service and support. The Clinical TAM will be responsible for developing and maintaining a seamless partnership with the customer to maximize all aspects of the relationship, including:

1. Adoption and use of Illumina products
2. Financial performance and business growth
3. Customer satisf
4. Product and technology development and optimization

In this role, the Clinical TAM will set goals for the account team, provide feedback, and facilitate communication between Illumina and each key account. The Clinical TAM is responsible to maximize the strategic business relationship by aligning the customer’s mission and strategic goals with successful utilization of current and future Illumina technology and services, and to manage both the customer relationship and the deployment of Illumina resources allocated to achieve this goal.

All About You
Responsibilities:

· Develop high-value, long-term profitable customer accounts through relationship building sales techniques.
· Prepare and present compelling customer sales presentations and participate in all sales activities and assist with general customer demonstrations, training and support.
· Negotiate all sales opportunities within company established parameters within the assigned accounts and generate associated sales contracts and quotations.
· Maintain desirable pricing levels through effective sales negotiation.
· Develop and maintain all account/contact details within Illumina’s CRM database. Utilize same to effectively monitor and direct customer purchasing activities.
· Leverage CRM system to grow sales from existing customer base.
· Provide regular and accurate sales forecast updates.
· Create a business plan for each assigned account that satisfies goals as established by sales management.
· Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads and opportunities.
· Satisfy all product and technology training requirements as established by Sales management and the Training department.
· Act as a central communication point to ensure information flow on all aspects of the business relationship is efficient, effective, and deployed appropriately.
· Build relationships at all levels of the customer organization. Facilitate communication and relationship building between Illumina and client executives.
· Manage the sales process including pricing management, project pipeline visibility, product and revenue forecasting, order transs, and ship schedules.
· Lead the account team to plan and organize activities to ensure efficient and effective sales support, field service, and technical and applications support are provided.
· 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 account status and key initiatives.
· Provide strategic account management best practice visibility and leadership internally as appropriate.

Requirements:

· Minimum of 3 years of experience in Life Science sales or a related area.
· Minimum of 3 years working in a key account management role selling into clinical accounts
· Strong technical in molecular biology or genomics is required.
· Regulatory experience highly desirable.
· Experience with launching new products into the clinical market is ideal.
· Well-developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels of the customer organization.
· Excellent listening, time management, organizational and interpersonal skills.
· Strong negotiation skills including high value capital equipment
· Detail- and service-oriented individual

Education:

BA/BS or MS degree in Clinical or Biomedical Sciences desirable. PhD a plus.

岗位概述：

临床区域客户经理作为专职的客户工作领导，负责确保宜曼达业务连续增长，以及与大中华区临床客户之间的伙伴关系。

跨职能客户团队为一家或多家重要临床客户提供支持，临床区域客户经理作为团队领导，主要负责提供与交付宜曼达技术、服务和支持的运营工作。临床区域客户经理将负责建立和维护与客户之间密切顺畅的伙伴关系，最大限度发挥客户关系各个方面的最大作用，其中包括：

采纳并使用宜曼达产品
财务业绩和业务增长
客户满意度
产品和技术开发与优化

临床区域客户经理的岗位职责包括为客户团队设定目标，提供反馈，并促进宜曼达与各家关键客户之间的沟通。临床区域客户经理负责通过将客户使命和战略目标与成功利用宜曼达当前和未来技术与服务相关联，最大限度地发挥战略性业务关系的作用，并负责管理客户关系和部署为实现目标而配置的宜曼达资源。

候选人要求

岗位职责：

· 通过关系构建及销售技巧，开发高价值、长期可盈利的客户。
· 编制和讲解具有吸引力的客户销售演示文稿，参与所有销售活动，协助开展常规的客户演示、培训和支持工作。
· 按照公司既定的指标参数，与分派的客户磋商所有销售机会，并生成相关的销售合同和报价。
· 通过有效的销售谈判，保持期望的定价水平。
· 在宜曼达客户关系管理(CRM)数据库中建立并维护所有客户/联系人详细信息。利用这些信息有效监控和指导客户采购活动。
· 利用CRM系统促进现有客户群的销售额增长。
· 定期提供准确的销售预测更新。
· 为每家分派的客户制定业务计划，符合销售管理层所设定的目标。
· 有效建立短期/中期/长期销售管道，并保证销售线索和机会达到必要的水平。
· 满足销售管理层和培训部设定的所有产品和技术培训要求。
· 作为中心沟通点，确保有关业务关系各方面的信息流高效、有效且适当部署。
· 在客户组织的各个层级建立关系。促进宜曼达和客户高管之间的沟通和关系构建。
· 管理销售流程，包括定价管理、拟开发项目的可见度、产品和收入预测、订单交易以及发货计划等。
· 领导客户团队策划并组织活动，确保提供高效且有效的销售支持、现场服务及技术和应用支持。
· 参与向关键客户介绍新的技术平台和产品。在正式上市之前的试商期阶段，拓展并促进与客户之间的信息流沟通。
· 了解客户内部的竞争动态，领导制定并实施战略及战术部署，确定宜曼达技术和产品的最佳定位，抵消竞争对手的增长。
· 定期向宜曼达管理层提供有关客户状态和关键举措的反馈。
· 根据情况需要，在内部推行战略性客户管理的最佳实践和领导力。

岗位要求：

· 3年以上生命科学销售或相关领域工作经验；
· 在面向临床客户销售的关键客户管理岗位工作3年以上；
· 要求具有坚实的分子生物或基因组学技术背景；
· 亟需具有相关监管经验者；
· 具有临床市场新产品上市经验者是理想人选；
· 良好的专业和战略性销售技巧，具备通过在客户组织各个层级建立人脉网络来开发和培养关键客户的能力。
· 卓越的聆听、时间管理、组织和人际关系技巧；
· 卓越的谈判技巧，包括高价值资本设备的谈判；
· 注重细节，服务为本。

教育背景：

临床或生物医学专业本科或硕士学历优先考虑。博士更为理想。

Illumina是一家领先的生命科学工具和综合系统开发、制造和营销商，其产品主要用于大规模分析遗传变异及其功能。这些系统让在几年前还不敢想象的研究得以顺利开展，使我们更加靠近实现个性化医疗的目标。随着技术的飞速进步，提供创新、灵活、可扩展的解决方案和业内领先的支持服务配套至关重要。
我们致力于通过强调互动协作、快速交付解决方案、满足客户需求来面对这项挑战。
我们的客户广泛分布于全球，涵盖了学术组织、政府部门、制药厂商、生物技术公司和其他领先的机构。