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(jīng)理來領(lǐng)導(dǎo)日益擴(kuò)大的地區(qū)臨床銷售專員團(tuán)隊(duì)。此經(jīng)理將通過確保實(shí)現(xiàn)地區(qū)內(nèi)的預(yù)算年度臨床銷售和利潤目標(biāo)，在執(zhí)行方面與客戶管理團(tuán)隊(duì)保持一致，來推動(dòng)宜曼達(dá)的臨床商業(yè)戰(zhàn)略實(shí)施。

候選人要求

崗位職責(zé)：

· 制定、執(zhí)行并監(jiān)控地區(qū)業(yè)務(wù)計(jì)劃，以實(shí)現(xiàn)與臨床市場相關(guān)的收入和戰(zhàn)略雙目標(biāo)。

· 為區(qū)域配額的設(shè)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(jì)劃。

· 確保與分區(qū)銷售團(tuán)隊(duì)、營銷、服務(wù)和支持等其他部門高度統(tǒng)一，達(dá)成一致的共同目標(biāo)。

· 在分配的開支預(yù)算范圍內(nèi)，對本地區(qū)的銷售及其他開支開展常規(guī)的預(yù)測、監(jiān)督和控制工作。

· 定期準(zhǔn)確預(yù)測客戶需求（即產(chǎn)品數(shù)量和金額、訂單、發(fā)貨）。

· 深刻了解醫(yī)療保健行業(yè)格局，包括醫(yī)院財(cái)務(wù)、付款方、患者病況轉(zhuǎn)歸及監(jiān)管環(huán)境等。

· 領(lǐng)導(dǎo)宜曼達(dá)內(nèi)部臨床信息工作，并提供此領(lǐng)域的專家意見。

· 開發(fā)新的臨床市場，并以現(xiàn)有技術(shù)獲取市場份額。

· 協(xié)助和/或監(jiān)督為臨床銷售專員開展的技術(shù)/銷售/行政管理培訓(xùn)。

· 與內(nèi)部的臨床合作伙伴緊密配合，形成對宜曼達(dá)臨床愿景的統(tǒng)一認(rèn)識(shí)和傳達(dá)，并推動(dòng)組建聯(lián)合現(xiàn)場團(tuán)隊(duì)，以向現(xiàn)場和客戶群高效宣傳。

· 確保銷售人員達(dá)成預(yù)期目標(biāo)，遵從公司原則/實(shí)踐/政策，并為績效未達(dá)標(biāo)者及時(shí)提供發(fā)展計(jì)劃。

· 確保宜曼達(dá)的客戶滿意度承諾得以履行、實(shí)現(xiàn)并不斷改進(jìn)。

· 在地區(qū)團(tuán)隊(duì)內(nèi)建立緊迫感和問責(zé)制，以實(shí)現(xiàn)財(cái)務(wù)和戰(zhàn)略雙目標(biāo)。

· 運(yùn)用宜曼達(dá)績效管理工具，監(jiān)控、協(xié)助、設(shè)立標(biāo)準(zhǔn)并評估團(tuán)隊(duì)績效。

· 負(fù)責(zé)更大地區(qū)內(nèi)的臨床銷售專員招聘、培養(yǎng)、保留和管理工作。

· 負(fù)責(zé)確保充分利用并更新Salesforce(SFDC)，同時(shí)符合公司各項(xiàng)政策和實(shí)踐準(zhǔn)則。

監(jiān)管職責(zé)：

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

· 人才培養(yǎng)工作包括制定員工培訓(xùn)計(jì)劃，確保員工具備必需的專業(yè)知識(shí)成功履行崗位職責(zé)，為員工提供持續(xù)指導(dǎo)和職業(yè)發(fā)展咨詢，幫助員工在職業(yè)道路上發(fā)展進(jìn)步。

· 崗位職責(zé)定義確保崗位描述能夠準(zhǔn)確闡明各職位在團(tuán)隊(duì)中的主要職責(zé)、資格要求及條件。

· 績效管理工作包括設(shè)立績效標(biāo)準(zhǔn)，確保員工有切合實(shí)際的適當(dāng)工作目標(biāo)，對員工績效持續(xù)提供反饋，開展績效評估，包括評估員工的當(dāng)前績效、如何提升其績效，如果員工績效不達(dá)標(biāo)，制定績效改進(jìn)計(jì)劃，并對員工取得的成就予以獎(jiǎng)勵(lì)。

· 確保員工遵守所有適用的公司政策和規(guī)程。

崗位要求：

· 至少7年以上生命科學(xué)或臨床診斷行業(yè)銷售經(jīng)驗(yàn)。

· 至少1-3年銷售管理經(jīng)驗(yàn)，生命科學(xué)或臨床診斷行業(yè)者優(yōu)先。

· 務(wù)必能夠在高層級別建立關(guān)系。

· 能夠運(yùn)用口頭和書面溝通技能，有效地溝通和影響內(nèi)外部受眾。

· 與醫(yī)療保健臨床領(lǐng)域的高層領(lǐng)導(dǎo)有深入接觸。

· 了解報(bào)銷流程，保持關(guān)注行業(yè)內(nèi)的最新變化。

· 能夠清晰制定并推進(jìn)能夠產(chǎn)生需求的銷售流程。

· 深刻理解IDN（一體化醫(yī)療服務(wù)網(wǎng)絡(luò)）和GPO（藥品集中采購組織）格局，能夠部署相關(guān)銷售戰(zhàn)略。

· 深刻理解LDT（臨床實(shí)驗(yàn)室自建項(xiàng)目）和IVD（體外診斷產(chǎn)品）市場狀況。

· 深入了解患者護(hù)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(xué)或臨床診斷方面的本科或碩士（或同等學(xué)歷）。

Illumina是一家領(lǐng)先的生命科學(xué)工具和綜合系統(tǒng)開發(fā)、制造和營銷商，其產(chǎn)品主要用于大規(guī)模分析遺傳變異及其功能。這些系統(tǒng)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(shí)現(xiàn)個(gè)性化醫(yī)療的目標(biāo)。隨著技術(shù)的飛速進(jìn)步，提供創(chuàng)新、靈活、可擴(kuò)展的解決方案和業(yè)內(nèi)領(lǐng)先的支持服務(wù)配套至關(guān)重要。
我們致力于通過強(qiáng)調(diào)互動(dòng)協(xié)作、快速交付解決方案、滿足客戶需求來面對這項(xiàng)挑戰(zhàn)。
我們的客戶廣泛分布于全球，涵蓋了學(xué)術(shù)組織、政府部門、制藥廠商、生物技術(shù)公司和其他領(lǐng)先的機(jī)構(gòu)。