VP, Commercial - Corporate Accounts

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.

• Leads development and execution of overarching Commercial plan and strategy for specific Illumina accounts in the Americas region. Works collaboratively to align strategy and tactics with regional commercial counterparts in Marketing, Commercial Operations, and Service/Support in matrixed commercial environment.
• Works collaboratively with leaders in Medical Affairs, R&D, Operations to maximize business results and long term growth
• Delivers quarterly and annual revenue consistent with assigned sales quota and forecast.
• Develops and executes long term strategic plans to maximize business results. Works with commercial operations and finance teams to develop accurate quarterly forecasts and drives execution to meet/exceed them

• Works with Corporate Accounts team to:
• Develop and maintain deep, multi-level relationships across and between Illumina and customer, from the C-suite to key opinion leaders and operational staff order to maximize growth and continuously gather critical business insights to inform future forecasts and business strategy
• Develop deep customer insights and understanding of account situation including growth opportunities, levers, and impediments. Leads efforts to translate gained insights into short- and long-term business growth, customer satisfaction and competitive immunity
• Identify and manage collaborative opportunities with customers to broadly advance and accelerate key markets
• Identify, foster and manage joint development and partnership opportunities and plan through partnership with other Illumina functions
• Make account business drivers, results, and opportunities visible to Illumina leadership to inform cross-functional decision-making
• Lead planning and execution of executive business reviews in partnership with assigned accounts; develop and drive multi-year strategic account plans

• Serves as owner and primary resource for corporate account forecast and business review inputs related to revenue forecast, performance, and sales drivers
• Assesses needs and develops recommendations for critical support programs such as sales training, compensation, KPI’s, territory design, and organizational strategy that are aligned to short- and long-term opportunities, strategies, and deliverables
• Manages corporate account team to achieve expense targets vs. defined operating expense budgets
• Provides visibility and sense of connectedness of field-based team to corporate goals, culture, and results.
• Develops and coaches team in all aspects of performance and leadership consistent with Illumina leadership pillars, Illumina sales process, and Illumina values.
• Recruits top talent to and manages internal succession planning for corporate accounts organization
• Actively participates as a core member of the AMR Commercial leadership team. Contributes to strategic decision making on issues/topics with broad commercial impact

• Working knowledge of genomics technology and its application in clinical, research, and other applied markets
• Domain expertise in clinical genomics market segments – customer needs, economic/funding drivers, purchasing process, competitive drivers
• 10+ years Clinical diagnostics sales/sales management, or marketing management, preferably including medical device/capital equipment, consumables, and services.
• 5+ years of leading high-performance sales commercially oriented teams
• Strong track record of consistent performance leading teams to achieve/exceed commercial targets and drive growth. Results- and accountability-oriented mentality. Adept at breaking down large goals to manageable milestones and executing with predictability and effectiveness
• Well-developed leadership skills, particularly of field-based, remote teams
• Demonstrated experience working in team/matrixed environments

The estimated base salary range for the VP, Commercial - Corporate Accounts role based in the United States of America is: $261,100 - $391,700. 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