Account Development Manager Ingenuity Systems
THIS JOB HAS EXPIRED Description
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 renewal business, growing and maintaining existing Tier C customer accounts across the pharmaceutical, biotech, for profit, government, hospital/medical, academic, and nonprofit market in the assigned geographic territory. These accounts are developing higher growth accounts across all markets and products requiring predominantly high phone and email presence requiring significant organizational and detail orientated skills.
Tier A accounts are strategic accounts and possibly 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. When available and at the discretion of management, the ADM provides high phone and email presence and possibly but infrequently on-site presence. Tier C accounts are worked by the ADM (without the TAM) in the assigned geographic territory. Tier A accounts are selective high presence (in person and by phone) and/or KOL named accounts across all markets and products.
As Account Development Managers and when appropriate work closely with NGS Sales Specialist, Field Scientists, TAM, Marketing and Management on Tier C accounts to
Maintain and grow the renewal of existing customer software licenses in a timely manner
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 (renewal and new business).
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.
Engagement and support of Sales Partners and Service Providers.
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.
When needed and appropriate, work closely with Territory Account Managers (TAM), NGS Sales Specialist, Field Scientists, Marketing and Management in other accounts that may be outside of Tier C accounts.
Travel when necessary to develop and bring to closure software license orders and reports for all products (new and renewal business).
Demonstrate product portfolio by phone, via webinar or in person.
Sales experience and proven ability to negotiate contract terms and coordinate cross functions including marketing, product and support to support partnership.
Understands and able to participate in discussions around gene expression, sequencing including NGS, and genomics research and clinical studies.
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.
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.
Highly organized, fast, self-starter with the ability to handle and manage multiple sales tasks and large order volumes 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 10-30% travel
Experience and Education
Minimum: 3 years or more combined experience in life sciences, clinical and/or bioinformatics in sales. Plus if also has experience in scientific and/or marketing role. BA/BS in business or related degree area with experience in genomics/genetics. Plus if also has experience in biology, chemistry, or related area.
Preferred: 5 years or more combined experience in life sciences, clinical and/or bioinformatics in sales, scientific and marketing role. Masters or PhD in genetics, molecular biology or similar area of study with lab experience in genetics/genomics.
||1700 Seaport Boulevard |
Redwood City, CA 94063
THIS JOB HAS EXPIRED