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 : Commercial Leader, India & SEA / Associate Director, Commercial Lead
Location : Bangalore
Position Summary: The Commercial Leader, India and SEA is responsible for ensuring annual corporate objectives are met for Illumina for the region. This position will be responsible for managing and driving all aspects of the Company’s agreed go-to-market strategy and will represent the Company’s values in dealings with all stakeholders. This position requires a high degree of cross-functional leadership and organizational skills, creativity and critical thinking and proven written and verbal communication skills. Major duties include: Monitoring and reporting on metrics and performance, managing relationships with key stakeholders and key opinion leaders, fostering and growing customer relationships and strategic goal-setting as the primary Commercial Leader based in India.
Position Responsibilities:
- Owns and is accountable for growth of genomics market and Illumina revenue in the region
- Manages primarily indirect and/or hybrid selling model
- Plans, leads, and manages both direct and indirect sales activities
- Serves as the central point of contact for channel organizations in the region, leading and supporting channel partners growth plans and influence their strategy and continuous investment in Illumina
- Responsible for attainment of revenue target for the business within the geography in support of the company’s overall financial and strategic objectives.
- Responsible for developing short- and long-term growth plans for advancing the company’s products and/or services to meet market demands within the geographic area of responsibility
- Within the region Region, directs the sales of all the organization’s products or services and develops the region/region’s long-range sales strategy and forecasts sales volumes.
- Attract, develop, and retain talents with scaling potential
- Establish trustful relationship with key decision makers, policy makers, KOLs
- Partner with key stakeholders to ensure timely registration of our portfolio
- Lead the region with utmost integrity, modeling professionalism and ethical business and personal conduct at all times to ensure a full company compliance culture and safeguard the interest of Illumina and its shareholders.
- Represents the voice of Illumina customers and the needs of the sales teams back into regional segment marketing and product management teams
- Develops skill set of all commercial personnel to take on broader responsibilities.
- Leads cross-functional lllumina team members Regionally Commercial leadership team to ensure co-ordination of activities and understanding of common goals, working together with Government Affairs, Medical Affairs, Market Access, Business Development and other functional partners.
- Regularly communicates and reviews strategies for sales with the Regional General Manager.
- Responsible for ensuring that the Illumina’s commitment to customer satisfaction is performed and constantly improved
- Responsible to represent Illumina with external media and public relations that can have a positive brand impact
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 counselling to help employees develop and advance in their careers
- 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.
Listed responsibilities are an essential, but not exhaustive list, of the usual duties associated with the position. Changes to individual responsibilities may occur due to business needs.
Position Requirements:
- Well-developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels on the customer organization.
- Ability to connect with c-suite professionals in order to build business relationship
- Highly motivated and successful individual who can build and maintain a positive, challenging and dynamic work environment for their reports.
- Proven ability to direct high level sales negotiations.
- Proven leadership to integrate and drive region growth efforts as one successful team
- Experience in drafting and reviewing complex sales agreements.
- Strong desire to win business and establish long term customer relationships.
- Excellent time management, organizational and interpersonal skills.
- Team player with exceptional interpersonal skills.
- Detail and service-oriented individual.
- Ability to monitor and control numerous concurrent tasks in tandem.
- Consistent ability to meet or exceed project deadlines and supply high quality deliverables.
- Knowledge of the genomics, genotyping, gene expression and pharmaceutical markets is highly desirable.
- Highly self-motivated with some project management skill desired.
- Detail and service-oriented individual.
- Knowledge of Microsoft Excel and Outlook required.
Preferred Experience/Education/Skills:
- Requires Bachelor's or equivalent, may require an advanced degree (Master's), in applicable field or equivalent.
- Typically has 15+ years of sales experience in life sciences/medical devices/ Diagnostics or related industry. Overall knowledge of most areas within particular Corporate sub-function or a function within an operation.
- Typically has depth of technical knowledge in function derived from experience in non-management and middle management roles.
- Prior experience in successfully managing large and complex capital instrument sales teams in the Region.
- Demonstrated growth, leading the Business at Region level
- Good working knowledge in areas such as government / regulatory bodies
- Education: Graduate degree in Science / Management preferred (Repetition)
Critical leadership capabilities
- Strategic Thinking: A demonstrated ability to develop, manage, and when appropriate, alter a company’s market position to gain and maintain industry leadership in a rapidly changing environment through the synthesis of market trends, customer/partner requirements, competitive pressures, regulatory changes, and scientific and technical innovation.
- Execution Orientation: A leader that consistently delivers financial and operational performance in a dynamic and challenging environment. Develop a comprehensive operating plan and gain the buy-in of key stakeholders; manage the business to the achieve or exceed the plan; communicate the goals of the operating plan broadly to the team; and make the difficult decisions quickly to ensure fulfillment of operational and financial goals and commitments.
- Team leadership: Evidence of the ability to create and inspire high-performance teams is sought in the ideal candidate. Reinforce the performance driven team culture; articulate the strategy to ensure the seamless execution; develop and motivate the team; instill the “complied growth” mindset to the team.
Other personal attributes
- Excellent communication, collaboration and interpersonal skills and is the type of individual who engenders trust and commitment from within and outside an organization.
- Demonstrates reputation for integrity and strong personal and professional ethics in all dealings
- Demonstrates high emotional intelligence and naturally curious regarding business, technical and scientific innovations
- Ability to deal with ambiguity and view and adapt challenges as opportunities
- Highly driven and is known as being a dedicated executive who exhibits a passion for the business and the opportunities at hand
Illumina believes that everyone has the ability to make an impact, and 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.
