Sales Director, Corporate Accounts at Illumina, Inc. in San Diego, California

Job Description:

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 Sales Director, Corporate Accounts drives continuous Illumina business growth and strategic partnership with the top corporate accounts in the Americas


• With two Sales Directors reporting into a VP, this team ultimately owns responsibility for the long-term business performance of Illumina's largest accounts by developing and maintaining seamless partnerships to maximize all aspects of the relationship, including: adoption and use of Illumina products, financial performance and business growth, customer satisfaction, product and technology development and optimization, and market development and acceleration.


• Lead team of Corporate Account Managers who each have extensive sales and Illumina experience and manage some of the largest accounts with deep and long-term relationship-based, strategic growth focus


• 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 the immediate Corporate Accounts team, matrixed support teams and the larger 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 and execution of regional plan and strategy


• Partners with broader Corporate Accounts team to meet team goals


• Works collaboratively to align strategy and tactics with regional commercial counterparts in Marketing, Commercial Ops, and Service & Support in matrixed environment


• Works collaboratively with leaders across Illumina to maximize business results and long-term growth


• Delivers quarterly and annual revenue consistent with assigned sales goals 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

With Corporate Account Managers:

• Develop and maintain deep, multi-level relationships across and between Illumina and customer, from the C-suite to key opinion leaders to operational staff 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


• Drive long-term, profitable growth of assigned accounts


• Lead planning and execution of executive business reviews in partnership with assigned accounts; develop and drive multi-year strategic account plans


• Meet/exceed quarterly and annual revenue goals


• Identify and manage collaborative opportunities with customers to broadly advance and accelerate key markets


• Provides visibility and sense of connectedness of field-based team to corporate goals, culture, and results


• Recruits top talent to and manages internal succession planning for organization


• Develops and coaches team in all aspects of performance and leadership consistent with Illumina leadership pillars, Illumina sales process, and Illumina values.

Required Skills / Experience :

• Strong strategic business management acumen and ability to navigate complex customer ecosystems


• Demonstrated ability to develop and foster executive level customer relationships, gain deep customer trust, insights and use these to inform growth opportunities and business strategy


• 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


• Strong communication and presentation skills with strong executive presence


• Team player with high self-drive and motivation to succeed with demonstrated experience working in team/matrixed environments


• 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


• 10+ years Clinical diagnostics sales/sales management, or marketing management, preferably including medical device/capital equipment, consumables, and services.


• 5+ years of leading high-performing sales teams

The estimated base salary range for the Sales Director, Corporate Accounts 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.