Sr Territory Account Manager

The Sr. Territory Account Manager's role is to ensure achievement of territory sales objectives in line with the Company's mission, to control, organize and direct sales activities through both strategic and tactical activities, and to provide regular reports on status of specific sales, the market and competitor activities. We are seeking an experienced candidate who is familiar with driving sales in Shanxi, Gansu, Qinghai, Ningxia and Xinjiang provinces.

All About You

Responsibilities:

• Represent the company professionally, ethically and morally at all times.
• Responsible for developing high value customer accounts through the sale of Illumina’s products and services.
• Participates in all sales activities and assists with general customer demonstrations, training and support.
• Coordinates and communicates sales activities and strategies effectively to supervisor.
• Develops and maintains all account/contact details within Illumina’s CRM database. Utilizes same to effectively monitor and direct customer purchasing activities.
• Provides regular and accurate sales forecast updates.
• Assists with the development of a customized territory plan – and follows territory plan to provide best return on sales territory and consolidation of travel – time management.
• Maintains an effective, professional working relationship with internal customers and product development groups.
• Establishes and maintains a comprehensive database of all users in territory within CRM. Look for trends in usage/applications and identify how we can leverage additional sales based on this information.
• Spend at least 40% of their time in the field developing customer relationships.
• Appropriately utilize company resources required to support a sale, with regard to company operating expenses.
• Negotiates all genetic analysis sales in territory and generates associated sales contracts and quotations.
• Assists in the identification and recruitment of new sales people as required
• Aids, supports, and helps develop new sales territories created through business growth
• Assist with workshops, conventions, seminar series and other marketing activities as required. Prospect Selection & Screening
• Identify and manage high-caliber genetic analysis sales opportunities through professional screening processes and use of all available information resources.
• Develop comprehensive knowledge of prospects including personnel and responsibilities, budgeting, internal politics, products and services, competition and market.
• Initiate and develop relationships with various key personnel at selected targets
• Promptly follow-up on any sales leads by making direct contact with prospect and commencing screening
• Work with other company personnel as intermediaries (when appropriate) to establish target customer relationships
• Distinguish between regular sales and business development opportunities. When the latter is identified bring Business Development into the customer relationship. Sales should always take primary responsibility for managing the customer relationship and associated logistics. Sales
• Close high quality sales prospects to meet sales targets.
• Maintain primary relationship with prospects during pre-sales, sales and post sales phases
• Maintain profit margins through effective sales negotiation.
• Ensure that customers are fully satisfied with the transactions

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.

Job Description (工作说明)

岗位概述：

高级区域客户经理的职责是确保实现区域销售目标，与公司的使命相契合，通过战略及战术活动管理、组织和指导销售工作，定期提供特定产品销售、市场以及竞争对手活动状况的报告。我们希望寻找熟谙推进中国西北部市场，例如陕西省，甘肃省，青海省，宁夏和新疆的销售，具有丰富经验的候选人。

候选人要求

岗位职责：

• 时刻以专业敬业、道德楷模的形象代表公司。
• 负责通过销售宜曼达产品和服务，建立高价值客户关系。
• 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。
• 与上级主管有效地协调和沟通销售活动和策略。
• 在宜曼达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。
• 定期提供准确的销售预测更新。
• 协助制定本区域的销售计划，并遵照执行区域计划，提供最佳销售回报率，强化差旅时间管理。
• 与内部客户和产品开发团队维护高效专业的工作关系。
• 在CRM内建立并维护区域中所有用户的综合数据库。观察使用/应用趋势，确定我们如何根据这些信息充分利用额外的销售力量。
• 将销售力量的至少40%时间用于建立客户关系方面。
• 妥善利用支持销售工作所需的公司资源（公司运营开支）。
• 与区域内所有的基因分析销售组织磋商，制定联合销售合同和报价。
• 根据需要，协助甄别和招募新的销售人员。
• 支持和帮助拓展通过业务增长建立的新的销售区域。
• 根据需要，协助举办研习会、专题会、系列研讨会以及其他营销活动。

潜在客户的甄别和筛选。

• 通过专业的筛选流程并利用所有可用的信息资源，识别和管理高水准的基因分析销售机会。
• 综合全面了解潜在客户，包括人员配置和职责、预算、内部架构、产品和服务、竞争情况和市场状况。
• 联络选定目标的各种关键人员，并建立关系。
• 通过与潜在客户直接联系和进行筛选，迅速跟进销售线索。
• 与公司其他部门人员合作，适当时作为中间人建立目标客户关系。
• 区分常规销售和业务拓展机会之间的区别。确定是后者时，将业务拓展部引入客户关系之中。销售人员应始终担负主要责任，来管理客户关系和相关后勤工作。

销售人员

• 高质量完成潜在销售，达到销售目标。
• 在销售前、销售中和销售后阶段，维护与潜在客户的良好关系。
• 通过有效的销售谈判保证利润率。
• 确保客户对交易完全满意。

以上所列的任务和职责是本岗位的基本职能；工作开展中可能需要合理完成额外的任务和职责。

• Core Job Summary

Core Job Summary

Position Summary:

Calls on biotechnology, pharmaceutical, academic, government and other organizations that require scientific products, which may include enzymes, reagents, or scientific products, instruments or services. Works with clients to provide research solutions, typically collaborates with research organization to solve problems. Responsible for the sale of the organization’s products within an assigned territory or geographic region. Provides expertise and customer service to accounts. May gather data on marketing trends, and competitive products and pricing to capitalize on selling opportunities. Builds relationships with customers to influence the acceptance and use of company’s products. Identifies and profiles key accounts and demonstrates ability to build rapport and develop customer relationships with key decision makers. May participate in negotiation of pricing, to best meet strategic company goals.

Changes to individual responsibilities may occur due to business needs and other related duties may be assigned.

Scope of Responsibilities:

• Applies core knowledge and understanding of area of specialization to provide solutions in creative and effective ways.
• Assesses unusual circumstances and uses sophisticated analytical and problem-solving techniques to identify cause and suggest variations in approach.
• Works on assignments of diverse scope where information is limited and problem solving requires adaptation of existing techniques.
• Enhances internal and external working relationships and networks with senior partners within area of expertise.
• Adapts style to differing audiences and often advises others on difficult matters that require persuasion.
• Work is done independently and is reviewed at critical points.
• Uses evaluation, judgment, and interpretation to select best course of action.

Experience/Education:

• 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.