Position Summary:

We are looking for a Manager to lead our growing regional team of Clinical Sales Specialist. She/he will drive Illumina’s clinical commercial strategy by ensuring budgeted annual clinical sales and profit ives are met within the region and aligning on execution with the Account Management teams.

All About You

Responsibilities:

· Develop, implement and monitor of the regional business plan to meet both the revenue and strategic goals related to the clinical market.

· Contribute to the establishment of territory quotas and achieve the quarterly and annual sales and profit plan as assigned.

· Ensure a high level of integration with other departments- District Sales teams, Marketing, Service and Support- to achieve alignment of common goals.

· Routinely forecast, monitor, and control selling and other expenses for the region within assigned expense budgets.

· Routinely and accurately forecast customer demand (i.e., product quantities and dollars, orders, shipments).

· Possess a deep understanding of the healthcare landscape including hospital finances, payors, patient outcomes and regulatory environments.

· Lead the internal clinical message at Illumina and provide subject matter expertise in this area.

· Develop new clinical markets and deliver share from existing technology.

· Coordinate and/or supervise technical/sales/administrative training for the clinical sales specialists.

· Align with internal clinical partners to create consistent messaging pertaining to Illumina’s clinical vision and drive a unified field team to effectively communicate this to the field and customer base.

· Ensure that sales staff achieves their forecasts, follows company guidelines/practices/policies, and provide timely development plans to correct for underperformance.

· Ensure that Illumina’s commitment to customer satisf is performed, delivered, and constantly improved.

· Create a sense of urgency and drive accountability within the regional team to meet both financial and strategic goals.

· Monitor, assist, set standards, and uate the team performance utilizing Illumina’s performance management tools.

· Responsible for the recruitment, development, retention and management of the clinical sales specialists within the greater region.

· Responsible for ensuring Salesforce.com (SFDC) is completely utilized, updated, and compliant with company policies and practices.

Supervisory Responsibilities:

· Talent Acquisition activities which include identifying needs of the department, justification for budget to fill positions, coordinating with HR to market the position, review resumes, conduct interviews and identify and recommend a candidate as the potential hire, and employee orientation to the department and company.

· Talent Development activities which include developing training plans with employees to ensure they have the necessary expertise to successfully perform their jobs, provide ongoing guidance to employees, and career counseling to help employees develop and advance in their careers

· Job Role Definition ensures that job deions accurately record the primary responsibilities, qualifications and terms for each job role in their group

· Performance Management activities include setting performance standards, ensuring employees have appropriate and realistic job goals, providing ongoing feedback about employees’ performance, conducting performance appraisals, including assessing how the employees have performed and how they can improve their performance, developing performance improvement plans if employees’ performance is not adequate and providing rewards for employee accomplishments.

· Ensure employees follow all applicable company policies and procedures

Requirements:

· A minimum of 7+ years of sales experience in the Life Science or Clinical Diagnostics industries.

· A minimum of 1-3 years of sales management experience, preferably in the Life Science or Clinical Diagnostics industries.

· Must be able to build relationships at a very high level.

· Ability to effectively communicate and influence internal and external audiences, using both oral and written communication skills.

· Deep contacts with high level health care leaders in the clinical space

· Understands the reimbursement process and keeps abreast of changes in the industry.

· Ability to clearly articulate and drive a demand generated sales process.

· Strong understanding of the IDN and GPO landscape and ability to deploy a sales strategy around it.

· Strong understanding of the LDT and IVD marketplace.

· Outstanding knowledge of the patient care continuum and how NGS affects it.

Education:

BA/BS or MS or equivalent degree in Life Sciences or Clinical Diagnostics.

崗位概述：

我們將選聘一位經理來領導日益擴大的地區臨床銷售專員團隊。此經理將通過確保實現地區內的預算年度臨床銷售和利潤目標，在執行方面與客戶管理團隊保持一致，來推動宜曼達的臨床商業戰略實施。

候選人要求

崗位職責：

· 制定、執行并監控地區業務計劃，以實現與臨床市場相關的收入和戰略雙目標。

· 為區域配額的設定提供意見建議，并完成所分配的季度和年度銷售及利潤計劃。

· 確保與分區銷售團隊、營銷、服務和支持等其他部門高度統一，達成一致的共同目標。

· 在分配的開支預算范圍內，對本地區的銷售及其他開支開展常規的預測、監督和控制工作。

· 定期準確預測客戶需求（即產品數量和金額、訂單、發貨）。

· 深刻了解醫療保健行業格局，包括醫院財務、付款方、患者病況轉歸及監管環境等。

· 領導宜曼達內部臨床信息工作，并提供此領域的專家意見。

· 開發新的臨床市場，并以現有技術獲取市場份額。

· 協助和/或監督為臨床銷售專員開展的技術/銷售/行政管理培訓。

· 與內部的臨床合作伙伴緊密配合，形成對宜曼達臨床愿景的統一認識和傳達，并推動組建聯合現場團隊，以向現場和客戶群高效宣傳。

· 確保銷售人員達成預期目標，遵從公司原則/實踐/政策，并為績效未達標者及時提供發展計劃。

· 確保宜曼達的客戶滿意度承諾得以履行、實現并不斷改進。

· 在地區團隊內建立緊迫感和問責制，以實現財務和戰略雙目標。

· 運用宜曼達績效管理工具，監控、協助、設立標準并評估團隊績效。

· 負責更大地區內的臨床銷售專員招聘、培養、保留和管理工作。

· 負責確保充分利用并更新Salesforce(SFDC)，同時符合公司各項政策和實踐準則。

監管職責：

· 人才招聘工作包括確定部門需求、確定聘用上崗的預算、與HR配合在市場上招募該職位、審閱簡歷、進行面試、確定并推薦潛在錄用候選人，以及新員工進入公司和部門的入職培訓。

· 人才培養工作包括制定員工培訓計劃，確保員工具備必需的專業知識成功履行崗位職責，為員工提供持續指導和職業發展咨詢，幫助員工在職業道路上發展進步。

· 崗位職責定義確保崗位描述能夠準確闡明各職位在團隊中的主要職責、資格要求及條件。

· 績效管理工作包括設立績效標準，確保員工有切合實際的適當工作目標，對員工績效持續提供反饋，開展績效評估，包括評估員工的當前績效、如何提升其績效，如果員工績效不達標，制定績效改進計劃，并對員工取得的成就予以獎勵。

· 確保員工遵守所有適用的公司政策和規程。

崗位要求：

· 至少7年以上生命科學或臨床診斷行業銷售經驗。

· 至少1-3年銷售管理經驗，生命科學或臨床診斷行業者優先。

· 務必能夠在高層級別建立關系。

· 能夠運用口頭和書面溝通技能，有效地溝通和影響內外部受眾。

· 與醫療保健臨床領域的高層領導有深入接觸。

· 了解報銷流程，保持關注行業內的最新變化。

· 能夠清晰制定并推進能夠產生需求的銷售流程。

· 深刻理解IDN（一體化醫療服務網絡）和GPO（藥品集中采購組織）格局，能夠部署相關銷售戰略。

· 深刻理解LDT（臨床實驗室自建項目）和IVD（體外診斷產品）市場狀況。

· 深入了解患者護理體系以及NGS（下一代測序）對其有何影響。

教育背景：

生命科學或臨床診斷方面的本科或碩士（或同等學歷）。

Illumina是一家領先的生命科學工具和綜合系統開發、制造和營銷商，其產品主要用于大規模分析遺傳變異及其功能。這些系統讓在幾年前還不敢想象的研究得以順利開展，使我們更加靠近實現個性化醫療的目標。隨著技術的飛速進步，提供創新、靈活、可擴展的解決方案和業內領先的支持服務配套至關重要。
我們致力于通過強調互動協作、快速交付解決方案、滿足客戶需求來面對這項挑戰。
我們的客戶廣泛分布于全球，涵蓋了學術組織、政府部門、制藥廠商、生物技術公司和其他領先的機構。