Business process owner for all aspects related to business management within the sales team, including forecasting, pipeline management, territory and account management and related tools, processes and methodologies. Be a voice within the sales team and to departments supporting the sales team on the importance on focusing on customers, their experience and the revenue benefits of maximizing customer relationships.
Additional oversight for sales transactional process ownership including quoting. Marketing processes oversight including awareness and demand generation, campaign and program management, lead process management, lead/contact data stewardship and database maintenance, competitive intelligence analysis and content and digital asset management systems. Oversight over efficient utilization of all systems and technology utilized by the sales and marketing teams including salesforce.com, Marketo, Quickbase, SAP, Cognos, Tableau etc.
Work closely with the Head of Commercial Operations and the APJ Sales and Marketing leadership team to define optimal performance measurements and performance management programs required to ensure sales organization success. Align reporting, training, coaching and incentive programs with these performance management priorities.
Develop strong rapport and relationships with the broad APJ sales and marketing team and be clearly seen as their voice in the prioritization of initiatives to enable their sustained success.
Explore, develop and execute vehicles for capturing the voice of the sales and marketing teams (eg. surveys, focus groups, office hours etc). Investigate mechanisms to collect sales force productivity data utilizing pre-existing and new technology such as salesforce.com, mobile apps, social collaborative software and other methods.
Leverage a strong understanding of APJ business needs to represent APJ and recommend changes to process, systems and technology as appropriate, working with global operations, information systems and management stakeholders. Explore, review and recommend technological improvements for the sales force and manage pilot programs.
Collaborate effectively cross-functionally with multiple departments including operations, training, sales management, marketing and others to execute on an strategically prioritized project plan sanctioned by the sales management team to deliver on improved sales force performance in productivity, effectiveness and efficiency.
Lead a change management process which aligns to global sales operations to build an organisation of continuous process improvement. Must accommodate appropriate communications management which establishes support from key leadership stakeholders and drives organization understanding of proposed changes. In addition, support process and system improvement roll-out cadence by other operations teams and leverage the developed sales outreach and communication vehicles to help determine optimization requirements.
Develop and execute methods to test success of implemented programs and create ongoing cycles of innovation to continue to drive sales force performance. Work with the regional operations analytics team to develop dashboards and tools that enable sales management team to easily review team performance and identify gaps and opportunities for performance improvement and growth.
Ensure sales reports and other internal intelligence is provided to the sales and marketing organization. Develop and oversee new reporting tools as needed.
Ensure adjustments are made to sales enablement initiatives that maximize adaptability of the sales force to dynamic market forces.
Work closely with the training department to review and improve on-boarding programs for new team members to decrease time to maximum productivity. Ensure that the sales & marketing training plan appropriately develops and reinforces critical competencies. Prioritise training objectives for selling, sales management and sales support. Oversee the delivery of field and HQ training to the sales and marketing teams.
Advise the management team of opportunities to execute on improved coaching and development of their team members. Work closely with the training department to augment training programs and supplement sales manager coaching for team members requiring improved utilization of systems, technology, methods or process.
Leverage unique insight gained from the sales and marketing teams to provide feedback and direction to project or development road maps for other departments (eg. Training, Operations, support functions, finance, legal etc)
Provide recommendations to the senior management team on considerations for future sales force structure, incentivisation and roles and responsibilities to maximize efficiency and effectiveness of the sales and marketing teams.
Manage, grow and implement development plans for managers and team members. This includes performance management leveraging Illumina’s leadership pillars to Inspire, Execute, Grow and Collaborate.
All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.
Minimum 3-5 years of sales and/or sales operations experience in technology and/or strategic selling environment. Sales and/or related management experience a plus.
Possess strong project management experience, with clear ability to prioritise and manage aggressive timelines in complex organizational environment.
Experience in performance management and/or training is a strong advantage.
Thorough working knowledge of Microsoft Office and possess an innate ability to navigate through new software applications. Web-based software for surveys and Advanced Excel Macro/Formula experience highly useful.
Strong written and verbal communication skills in English. Proficiency in Japanese, Korean and/or other Asian languages a plus.
Possess an open, flexible, and positive can-do attitude with good communication and interpersonal skills.
Ability to build rapport with people of varying cultural backgrounds.
Strong attention to detail and commitment to deliver quality work in a timely manner.
Demonstrated ability to multi-task, work in team settings, and work independently.
Creative / Problem solving approach to business and execution challenges.
Bachelor’s degree or equivalent in marketing, business, life science or other related field.
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.