VP, Commercial - Corporate Accounts

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Reports to:       SVP & Head of Americas Region

Position Summary

The Vice President and General Manager, AMR Corporate Accounts drives continuous Illumina business growth and strategic partnership with the top corporate accounts in the Americas region, totaling ~$900M in annual revenue. Reporting to the Senior Vice President/Head of the Americas region, this key AMR leadership position ultimately owns responsibility for the long-term business performance of Illumina’s largest and fastest growing 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.

As a core member of the AMR Commercial Leadership team, he/she will directly manage a team of Corporate Account Managers within the AMR region and will work closely other Illumina leaders to develop strategy and tactical alignment to drive revenue/market share growth and customer satisfaction across all products and market segments. This individual will also be expected to contribute to the overarching commercial strategy development, business planning, and execution processes for the region. 

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 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 strate