Account Development Manager (East) Ingenuity Systems
THIS JOB HAS EXPIRED Description
ING Account Development Manager (ADM)
Company Introduction: Ingenuity Systems (Ingenuity) is a leader in life science & bio-medical information products and services enabling researchers and biologists to analyze and biologically interpret their experimental data and understand their data within the context of genes, pathways and networks. Ingenuity is passionate about its products, and dedicated to providing researchers and biologists with the knowledge required to make Better Decisions Faster?, accelerating the pace of drug discovery and development. Ingenuity has existing customer relationships with all of the top 40 pharmaceutical companies and large percentage of government, hospital/medical, academic, nonprofit and biotech customers.
The Role: Ingenuity is currently expanding its presence in the NGS market, route-to-market and sales channels by building referral and resell partnerships with platform instrument vendors, commercial genomics service providers and academic core facilities (?Service Providers?) while continuing its growth in its premier IPA offering through its growing user base. In addition to its existing IPA, Ingenuity offers Variant Analysis and iReport products directly and through these channels as part of the Service Provider services offering to enable a complete ?sample to insight solution? to the Service Providers end customers.
As a phone-based role with location ideally within the coverage area and some travel, the ADM will be responsible for sales activity related to the successful outreach, development and closure for all Ingenuity products in the assigned geographic territory. Focus will be generating new business, growing and maintaining existing Tier A and C customer accounts across the pharmaceutical, biotech, for profit, government, hospital/medical, academic, and nonprofit market. Tier A accounts are strategic accounts programmatically worked jointly with Territory Account Managers (TAMs) in the assigned geographic territory. In Tier A accounts the TAM is the account plan owner, relationship manager and channel manager providing high on-site presence. The ADM provides some on site presence but predominantly high phone and email presence. Tier C accounts are worked by the ADM (without the TAM) in the assigned geographic territory. Tier A accounts are selective high on-site presence and/or KOL named accounts across all markets and products. Tier C accounts are developing higher growth accounts across all markets and products requiring predominantly high phone and email presence.
Work closely with Account Development Managers (TAM) in Tier A accounts and when appropriate work closely with NGS Sales Specialist in Tier A and C accounts to
Identify new business opportunities and convert to sale in a timely manner.
Identify, contact and support NGS KOL and major genomic companies to enroll into trials and pilots that quickly lead to uploaded and activated samples, and purchase.
Convert trial and pilot software license users to incrementally new software licenses.
Contact (primarily in person but also via telephone and email) current and prospective customers including genome centers and consortiums on a consistent and systematic basis to develop and bring to closure software license orders (new and renewal business).
Engagement and support of sales partners.
Rapidly develop and grow business with Service Providers.
Maintain and grow the renewal of existing customer software licenses.
Coordinate attendance of current and prospective customers to web based and on-site classes for any required training and support needed in the defined sales process.
Sell training courses to current and prospective customers.
Develop and maintain a pipeline of well qualified opportunities to meet and exceed all assigned business objectives, performance requirements and sales order quotas on a monthly, quarterly and annual basis.
Travel when necessary to develop and bring to closure software license orders and reports for all products (new and renewal business).
Demonstrate product portfolio in person, by phone or via webinar.
Relevant sales, business, marketing and sales channel development for genomics related instruments, reagents or software products in life sciences industry.
Knowledge of NGS market including genomics, molecular biology, OMICs technologies, experimental process and lab services and downstream analysis and interpretation of genomics and sequencing data.
Familiarity with major commercial lab services providers, academic core labs and genomics institutes and their business and services models.
Sales experience and proven ability to negotiate contract terms and coordinate cross functions including marketing, product and support to support partnership.
Relative experience at developing sales plans with partners and assisting field marketing and sales relationship with partners.
Aptitude for understanding and communicating scientific concepts, applications and methods.
Fast, self-starter with the ability to handle and manage multiple sales tasks in a results oriented, technical selling environment. Meet and exceed assigned sales objectives & goals related to activity and opportunity development.
Strong verbal and written communication skills that allows for the creative use of both the telephone and email to successfully drive prospects through the defined sales process.
Accurate and complete data collection, entry and reporting skills.
Working knowledge and use of Salesforce.com or related CRM and Microsoft Office software suite.
Ability to use Internet search tools to mine, sort and collect data.
A team player that is driven by individual performance and contribution.
Ability to travel locally and up to 30% travel
Experience and Education
Minimum: 5 years combined experience in life sciences, clinical and/or bioinformatics in sales, scientific and/or marketing role. BA/BS in business or related degree area with experience in biology, chemistry, genetics or related area.
Preferred: 10 years combined experience in life sciences, clinical and/or bioinformatics in sales, scientific and marketing role. PhD in genetics, molecular biology or similar area of study.
||1700 Seaport Boulevard |
Redwood City, CA 94063
THIS JOB HAS EXPIRED