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 under performance.
· Ensure that Illuminas 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 Illuminas performance management tools.
· Responsible for the recruitment, development, retention and management of the clinical sales specialists within the greater region.
· Responsible for ensuring Salesforce (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.

岗位概述：

我们将选聘一位经理来领导日益扩大的地区临床销售专员团队。此经理将通过确保实现地区内的预算年度临床销售和利润目标，在执行方面与客户管理团队保持一致，来推动宜曼达的临床商业战略实施。

候选人要求

岗位职责：

· 制定、执行并监控地区业务计划，以实现与临床市场相关的收入和战略双目标。

· 为区域配额的设定提供意见建议，并完成所分配的季度和年度销售及利润计划。

· 确保与分区销售团队、营销、服务和支持等其他部门高度统一，达成一致的共同目标。

· 在分配的开支预算范围内，对本地区的销售及其他开支开展常规的预测、监督和控制工作。

· 定期准确预测客户需求（即产品数量和金额、订单、发货）。

· 深刻了解医疗保健行业格局，包括医院财务、付款方、患者病况转归及监管环境等。

· 领导宜曼达内部临床信息工作，并提供此领域的专家意见。

· 开发新的临床市场，并以现有技术获取市场份额。

· 协助和/或监督为临床销售专员开展的技术/销售/行政管理培训。

· 与内部的临床合作伙伴紧密配合，形成对宜曼达临床愿景的统一认识和传达，并推动组建联合现场团队，以向现场和客户群高效宣传。

· 确保销售人员达成预期目标，遵从公司原则/实践/政策，并为绩效未达标者及时提供发展计划。

· 确保宜曼达的客户满意度承诺得以履行、实现并不断改进。

· 在地区团队内建立紧迫感和问责制，以实现财务和战略双目标。

· 运用宜曼达绩效管理工具，监控、协助、设立标准并评估团队绩效。

· 负责更大地区内的临床销售专员招聘、培养、保留和管理工作。

· 负责确保充分利用并更新Salesforce(SFDC)，同时符合公司各项政策和实践准则。

监管职责：

· 人才招聘工作包括确定部门需求、确定聘用上岗的预算、与HR配合在市场上招募该职位、审阅简历、进行面试、确定并推荐潜在录用候选人，以及新员工进入公司和部门的入职培训。

· 人才培养工作包括制定员工培训计划，确保员工具备必需的专业知识成功履行岗位职责，为员工提供持续指导和职业发展咨询，帮助员工在职业道路上发展进步。

· 岗位职责定义确保岗位描述能够准确阐明各职位在团队中的主要职责、资格要求及条件。

· 绩效管理工作包括设立绩效标准，确保员工有切合实际的适当工作目标，对员工绩效持续提供反馈，开展绩效评估，包括评估员工的当前绩效、如何提升其绩效，如果员工绩效不达标，制定绩效改进计划，并对员工取得的成就予以奖励。

· 确保员工遵守所有适用的公司政策和规程。

岗位要求：

· 至少7年以上生命科学或临床诊断行业销售经验。

· 至少1-3年销售管理经验，生命科学或临床诊断行业者优先。

· 务必能够在高层级别建立关系。

· 能够运用口头和书面沟通技能，有效地沟通和影响内外部受众。

· 与医疗保健临床领域的高层领导有深入接触。

· 了解报销流程，保持关注行业内的最新变化。

· 能够清晰制定并推进能够产生需求的销售流程。

· 深刻理解IDN（一体化医疗服务网络）和GPO（药品集中采购组织）格局，能够部署相关销售战略。

· 深刻理解LDT（临床实验室自建项目）和IVD（体外诊断产品）市场状况。

· 深入了解患者护理体系以及NGS（下一代测序）对其有何影响。

教育背景：

生命科学或临床诊断方面的本科或硕士（或同等学历）。

Illumina是一家领先的生命科学工具和综合系统开发、制造和营销商，其产品主要用于大规模分析遗传变异及其功能。这些系统让在几年前还不敢想象的研究得以顺利开展，使我们更加靠近实现个性化医疗的目标。随着技术的飞速进步，提供创新、灵活、可扩展的解决方案和业内领先的支持服务配套至关重要。
我们致力于通过强调互动协作、快速交付解决方案、满足客户需求来面对这项挑战。
我们的客户广泛分布于全球，涵盖了学术组织、政府部门、制药厂商、生物技术公司和其他领先的机构。