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.

崗位概述：

臨床區(qū)域客戶經(jīng)理作為專職的客戶工作領(lǐng)導(dǎo)，負(fù)責(zé)確保宜曼達(dá)業(yè)務(wù)連續(xù)增長(zhǎng)，以及與大中華區(qū)臨床客戶之間的伙伴關(guān)系。

跨職能客戶團(tuán)隊(duì)為一家或多家重要臨床客戶提供支持，臨床區(qū)域客戶經(jīng)理作為團(tuán)隊(duì)領(lǐng)導(dǎo)，主要負(fù)責(zé)提供與交付宜曼達(dá)技術(shù)、服務(wù)和支持的運(yùn)營(yíng)工作。臨床區(qū)域客戶經(jīng)理將負(fù)責(zé)建立和維護(hù)與客戶之間密切順暢的伙伴關(guān)系，最大限度發(fā)揮客戶關(guān)系各個(gè)方面的最大作用，其中包括：

采納并使用宜曼達(dá)產(chǎn)品
財(cái)務(wù)業(yè)績(jī)和業(yè)務(wù)增長(zhǎng)
客戶滿意度
產(chǎn)品和技術(shù)開(kāi)發(fā)與優(yōu)化

臨床區(qū)域客戶經(jīng)理的崗位職責(zé)包括為客戶團(tuán)隊(duì)設(shè)定目標(biāo)，提供反饋，并促進(jìn)宜曼達(dá)與各家關(guān)鍵客戶之間的溝通。臨床區(qū)域客戶經(jīng)理負(fù)責(zé)通過(guò)將客戶使命和戰(zhàn)略目標(biāo)與成功利用宜曼達(dá)當(dāng)前和未來(lái)技術(shù)與服務(wù)相關(guān)聯(lián)，最大限度地發(fā)揮戰(zhàn)略性業(yè)務(wù)關(guān)系的作用，并負(fù)責(zé)管理客戶關(guān)系和部署為實(shí)現(xiàn)目標(biāo)而配置的宜曼達(dá)資源。

候選人要求

崗位職責(zé)：

· 通過(guò)關(guān)系構(gòu)建及銷(xiāo)售技巧，開(kāi)發(fā)高價(jià)值、長(zhǎng)期可盈利的客戶。
· 編制和講解具有吸引力的客戶銷(xiāo)售演示文稿，參與所有銷(xiāo)售活動(dòng)，協(xié)助開(kāi)展常規(guī)的客戶演示、培訓(xùn)和支持工作。
· 按照公司既定的指標(biāo)參數(shù)，與分派的客戶磋商所有銷(xiāo)售機(jī)會(huì)，并生成相關(guān)的銷(xiāo)售合同和報(bào)價(jià)。
· 通過(guò)有效的銷(xiāo)售談判，保持期望的定價(jià)水平。
· 在宜曼達(dá)客戶關(guān)系管理(CRM)數(shù)據(jù)庫(kù)中建立并維護(hù)所有客戶/聯(lián)系人詳細(xì)信息。利用這些信息有效監(jiān)控和指導(dǎo)客戶采購(gòu)活動(dòng)。
· 利用CRM系統(tǒng)促進(jìn)現(xiàn)有客戶群的銷(xiāo)售額增長(zhǎng)。
· 定期提供準(zhǔn)確的銷(xiāo)售預(yù)測(cè)更新。
· 為每家分派的客戶制定業(yè)務(wù)計(jì)劃，符合銷(xiāo)售管理層所設(shè)定的目標(biāo)。
· 有效建立短期/中期/長(zhǎng)期銷(xiāo)售管道，并保證銷(xiāo)售線索和機(jī)會(huì)達(dá)到必要的水平。
· 滿足銷(xiāo)售管理層和培訓(xùn)部設(shè)定的所有產(chǎn)品和技術(shù)培訓(xùn)要求。
· 作為中心溝通點(diǎn)，確保有關(guān)業(yè)務(wù)關(guān)系各方面的信息流高效、有效且適當(dāng)部署。
· 在客戶組織的各個(gè)層級(jí)建立關(guān)系。促進(jìn)宜曼達(dá)和客戶高管之間的溝通和關(guān)系構(gòu)建。
· 管理銷(xiāo)售流程，包括定價(jià)管理、擬開(kāi)發(fā)項(xiàng)目的可見(jiàn)度、產(chǎn)品和收入預(yù)測(cè)、訂單交易以及發(fā)貨計(jì)劃等。
· 領(lǐng)導(dǎo)客戶團(tuán)隊(duì)策劃并組織活動(dòng)，確保提供高效且有效的銷(xiāo)售支持、現(xiàn)場(chǎng)服務(wù)及技術(shù)和應(yīng)用支持。
· 參與向關(guān)鍵客戶介紹新的技術(shù)平臺(tái)和產(chǎn)品。在正式上市之前的試商期階段，拓展并促進(jìn)與客戶之間的信息流溝通。
· 了解客戶內(nèi)部的競(jìng)爭(zhēng)動(dòng)態(tài)，領(lǐng)導(dǎo)制定并實(shí)施戰(zhàn)略及戰(zhàn)術(shù)部署，確定宜曼達(dá)技術(shù)和產(chǎn)品的最佳定位，抵消競(jìng)爭(zhēng)對(duì)手的增長(zhǎng)。
· 定期向宜曼達(dá)管理層提供有關(guān)客戶狀態(tài)和關(guān)鍵舉措的反饋。
· 根據(jù)情況需要，在內(nèi)部推行戰(zhàn)略性客戶管理的最佳實(shí)踐和領(lǐng)導(dǎo)力。

崗位要求：

· 3年以上生命科學(xué)銷(xiāo)售或相關(guān)領(lǐng)域工作經(jīng)驗(yàn)；
· 在面向臨床客戶銷(xiāo)售的關(guān)鍵客戶管理崗位工作3年以上；
· 要求具有堅(jiān)實(shí)的分子生物或基因組學(xué)技術(shù)背景；
· 亟需具有相關(guān)監(jiān)管經(jīng)驗(yàn)者；
· 具有臨床市場(chǎng)新產(chǎn)品上市經(jīng)驗(yàn)者是理想人選；
· 良好的專業(yè)和戰(zhàn)略性銷(xiāo)售技巧，具備通過(guò)在客戶組織各個(gè)層級(jí)建立人脈網(wǎng)絡(luò)來(lái)開(kāi)發(fā)和培養(yǎng)關(guān)鍵客戶的能力。
· 卓越的聆聽(tīng)、時(shí)間管理、組織和人際關(guān)系技巧；
· 卓越的談判技巧，包括高價(jià)值資本設(shè)備的談判；
· 注重細(xì)節(jié)，服務(wù)為本。

教育背景：

臨床或生物醫(yī)學(xué)專業(yè)本科或碩士學(xué)歷優(yōu)先考慮。博士更為理想。

Illumina是一家領(lǐng)先的生命科學(xué)工具和綜合系統(tǒng)開(kāi)發(fā)、制造和營(yíng)銷(xiāo)商，其產(chǎn)品主要用于大規(guī)模分析遺傳變異及其功能。這些系統(tǒng)讓在幾年前還不敢想象的研究得以順利開(kāi)展，使我們更加靠近實(shí)現(xiàn)個(gè)性化醫(yī)療的目標(biāo)。隨著技術(shù)的飛速進(jìn)步，提供創(chuàng)新、靈活、可擴(kuò)展的解決方案和業(yè)內(nèi)領(lǐng)先的支持服務(wù)配套至關(guān)重要。
我們致力于通過(guò)強(qiáng)調(diào)互動(dòng)協(xié)作、快速交付解決方案、滿足客戶需求來(lái)面對(duì)這項(xiàng)挑戰(zhàn)。
我們的客戶廣泛分布于全球，涵蓋了學(xué)術(shù)組織、政府部門(mén)、制藥廠商、生物技術(shù)公司和其他領(lǐng)先的機(jī)構(gòu)。