Executive Territory Account Manager - Mid Atlantic

Illumina; Maryland; On-site; USD 118,000 - 177,000; Full time

Benefits offered by this job

Bonus or commission

Equity potential

Job summary

Illumina in Rockville, MD seeks an Executive Territory Account Manager to drive regional sales, grow key accounts, and shape territory strategy with a focus on genomics solutions.

You will lead multi-tiered sales processes, collaborate cross-functionally, and deliver technical seminars to customers while expanding the Illumina portfolio and creating mutual value across organizations.

Qualifications

• Knowledge of clinical and research genomics required.
• 8+ years life science capital sales experience.
• Experience with independent lead generation and business development.
• Ability to manage multi-tiered sales process for capital equipment, consumables, and services.

Responsibilities

• Development of territory and account-specific sales plans.
• Implementation/execution of sales plan to meet assigned sales quotas.
• Field-based activities at or greater than 50% is expected.
• Adjustment of sales plan in accordance with changing company and customer needs.
• Engage in accurate forecasting and sales pipeline management activities.
• Proactive utilization and maintenance of CRM database.
• Actively manage existing accounts/customer relationships and continuously work to expand customer base.
• Effectively prospect for and generate new customer leads and business.
• Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products and services.
• Demonstrate command of scientific knowledge to engage in collaborative and consultative sales process.
• Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers.
• Demonstrate role and relevance of Illumina’s product portfolio and provide consultation to customers on same.
• Proactively monitor emerging market trends and customer needs in order to identify new opportunities to create value for our customers.
• Match customer business objectives to Illumina capabilities in order to deliver mutual value.
• Develop and maintain strong customer connections across all levels of the organization.
• Effectively collaborate cross-functionally across company regardless of geographic location, in order to achieve goals and meet customer needs.
• Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
• Demonstrate win-win approach in negotiations.

Skills

Capital sales

Lead generation

Account management

Cross-functional collaboration

CRM proficiency

Education

Bachelor’s degree or higher

Tools

CRM software

Forecasting tools

Job description

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.

Location

Rockville, Maryland centered territory.

Position Summary

The Executive Territory Account Manager's role is to ensure achievement of territory sales objectives and growth targets for the assigned territory in line with the Company's mission; to develop and implement sales plans through both strategic and tactical activities; to accurately forecast sales projections; and to provide regular feedback on the status of specific sales opportunities, the market and competitor activities.

Responsibilities

• Development of territory and account-specific sales plans.
• Implementation/execution of sales plan to meet assigned sales quotas.
• Field-based activities at or greater than 50% is expected.
• Adjustment of sales plan in accordance with changing company and customer needs.
• Engage in accurate forecasting and sales pipeline management activities.
• Proactive utilization and maintenance of CRM database.
• Actively manage existing accounts/customer relationships and continuously work to expand customer base.
• Effectively prospect for and generate new customer leads and business.
• Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products and services.
• Demonstrate command of scientific knowledge to engage in collaborative and consultative sales process.
• Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers.
• Demonstrate role and relevance of Illumina’s product portfolio and provide consultation to customers on same.
• Proactively monitor emerging market trends and customer needs in order to identify new opportunities to create value for our customers.
• Match customer business objectives to Illumina capabilities in order to deliver mutual value.
• Develop and maintain strong customer connections across all levels of the organization.
• Effectively collaborate cross-functionally across company regardless of geographic location, in order to achieve goals and meet customer needs.
• Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services.
• Demonstrate win-win approach in negotiations.

Requirements

• Knowledge of clinical and research applied genetics and genomics is required.
• Understanding of next generation sequencing (NGS) and genotyping is foundational to the position.
• Demonstrable experience working with key clinical and life science research accounts and customers in the Rockville, Maryland area.
• 8+ years or equivalent of proven life science capital sales experience.
• Highly motivated with strong drive to deliver exceptional results individually and as part of a team.
• Success with independent lead generation, prospecting and business development.
• Success driving complex sales within multi-layered environments.
• Experience winning/growing business and establishing long-term customer relationships.
• Success effectively leading a highly collaborative cross-functional team with customer-facing roles.
• 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.
• Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience.

Salary

The estimated base salary range for the Executive Territory Account Manager - Mid Atlantic role based in the United States of America is: $118,200 - $177,200. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. The range reflects long‑term growth in the role; therefore, most candidates are hired between the minimum and middle of the range. Placement depends on experience, skills, location, and internal equity. 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.

Benefits

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.

Company Culture & Diversity

We are a company deeply rooted in belonging, promoting an inclusive environment where employees feel valued and empowered to contribute to our mission. Built on a strong foundation, Illumina has always prioritized openness, collaboration, and seeking alternative 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 offer opportunities to engage in social responsibility.

EEO Statement

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.

Background Checks

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.

AI Prohibition

Illumina prohibits the use of generative artificial intelligence (AI) in the application and interview process. If you require accommodation to complete the application or interview process, please contact [e-mail].

Visa Sponsorship

This role is not eligible for visa sponsorship.

About Illumina

The potential of genomics to change the world is unparalleled. At Illumina, we are leading the way. Our technology empowers researchers and clinicians globally to improve cancer treatments, change the course of diseases, protect the environment, and fight food insecurity. We are made up of dedicated professionals, all‑in on creating a better world – and we need every skill set on our path to making genomics useful for all. Learn more about life at Illumina.