Director, AMR Regional Sales

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.Position Summary:The Director, AMR Regional Sales Central, is responsible for leading the Illumina direct sales organization comprised of a region spanning from the Midwestern US through the Pacific Northwest with >$350 Million in annual revenue.Reporting to the Vice President, US Sales, this key management position is ultimately responsible for developing the strategy that leads to the development execution of the quarterly and annual regional sales plans to deliver assigned revenue targets. He/She is also responsible for the management and development of the direct sales team in his/her region.  He/She will work closely with District Sales Managers and other regional Commercial leaders to develop strategy and tactical alignment to drive revenue/share growth and shepherd or improve customer satisfaction. This individual will also be a key member of the Americas Sales leadership team and will be expected to contribute to the overarching sales planning process for the Americas region. As a Senior leader, he/she will be expected to take a leadership role amongst his/her peers to drive alignment, consistency and best practice across the sales regions within the Americas region.This is a key commercial leadership role positioned directly at the customer interface and carries with it the responsibility to not only consistently meet/exceed significant financial targets, but also to do so in a way that fosters a strong sense of purpose, alignment, and accountability across a field-based team.  We are inspired by our vision and are responsible for and driven by building and developing our teams to achieve the highest levels of performance.Key Responsibilities:Leads development of regional sales strategy and plans.  Works collaboratively to align strategy and tactics with counterparts in regional marketing, commercial operations, and service/support in matrixed, team-selling environmentEnsures sub-region is set up to deliver quarterly and annual revenue consistent with Commercially assigned sales quota and to achieve targets vs defined operating budgets.  Coaches and works with District Sales Managers to ensure accurate quarterly forecasts are developed and that the organization can drive execution to meet/exceed themEnsures District Sales Managers develop a high level of capability around ensuring robust sales pipelines, optimize close rates and sales cycle, and manage pricing strategy to maximize revenue performance across the product portfolio and key market segments as assigned.Develops and maintains relationships with key customers in region, including KOLs, large/strategic customers, and emerging customers in order to maximize growth and continuously gather critical business insights to inform future forecasts and strategyLocalizes corporate initiatives and messages to regional teams. Provides visibility and sense of connectedness of field-based team to corporate goals, culture, and results.Leads development and implementation of regional org and headcount plan across sales roles and levels aligned with assigned revenue and operating expense budgetsDevelops and coaches team in all aspects of sales performance and leadership consistent with Illumina leadership pillars, Illumina sales process, and Illumina values.  Identifies and enables training and other support for team as neededActively seeks opportunities to drive alignment, consistency, and best practice across the AMR team, and initiates development and implementation of action plans to do so.Actively participates as a core member of the AMR Sales leadership team. Represents the AMR sales leadership team as appropriate in various cross functional teams and projects.Contributes to strategic decision making for ILMN though inputs that represent broad commercial impactRequired Skills/Experience:Working knowledge of genomics technology and its application in research, clinical, and other applied markets10+ years in Life Science and/or Clinical diagnostics sales/sales management, preferably including capital equipment, consumables, and services.7+ years in Sales Management, preferably in Life Science, Clinical Diagnostics, or related disciplineStrong track record of consistent performance leading teams to achieve/exceed sales targets and drive growth.  Results- and accountability-oriented mentality.  Adept at breaking down large goals to manageable milestones and executing with predictabilityWell-developed leadership skills, particularly of field-based, remote sales teamsDemonstrated experience working in team/matrixed environmentsStrong understanding of life science research and clinical genomics market segments – customer needs, economic/funding drivers, purchasing process, competitive driversWell-developed network and ability to successfully influence/lead decision making across teams and functional groupsStrong business and strategic acumen, able to recognize opportunities and garner support to capitalize on themStrong communication skills, able to distill varied and complex issues down to concise talking points and communicate with appropriate level of detail and credibility.The estimated base salary range for the Director, AMR Regional Sales role based in the United States of America is: $183,700 - $275,500. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. Compensation decisions are dependent on several factors including, but not limited to, an individual’s qualifications, location where the role is to be performed, internal equity, and alignment with market data. 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. 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.At Illumina, we strive to foster a diverse and inclusive workplace by cultivating an environment in which everyone contributes to our mission. Built on a strong foundation, Illumina has always been rooted in openness, collaboration, and seeking alternative views and 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 demonstrate our collective commitment to diversity and inclusion in the communities we live and work. 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. If you require accommodation to complete the application or interview process, please contact accommodations@illumina.com. To learn more, visit: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. The position will be posted until a final candidate is selected or the requisition has a sufficient number of qualified applicants.