Clinical Sales Manager (Raleigh)

Karius; Charlotte (NC); Remote; USD 120,000 - 160,000; Full time

Job summary

Karius is seeking a Clinical Sales Manager to lead sales in a defined regional territory, focusing on infectious disease physicians, lab directors and hospital executives. You will drive adoption of the Karius test and coordinate with clinical teams to establish ROI and evidence for expanding usage.

Ideal candidates bring a track record in life sciences sales, a strong hospital network, and the ability to manage multi-level stakeholders from executives to clinicians.

Qualifications

• 5+ years of sales/business development in Life Sciences/biotech or medical devices.
• Proven success introducing transformational products to physicians and hospitals.
• Robust network of hospital and health system relationships including C-level execs and administrators.
• Strong ability to develop relationships from C-level to physicians and lab directors.

Responsibilities

• Grow sales revenue and test volume in territory by establishing new hospital business.
• Increase volume in existing hospitals and health systems.
• Present product features and ROI to key stakeholders using consultative selling techniques.
• Collaborate with Sales, Marketing and Product leadership to provide market feedback.

Skills

C-level relationships

Physician relations

Account management

Consultative selling

Sales strategy

Education

Bachelor's degree

MBA

Tools

Salesforce

Job description

About Karius

Karius is a life science, venture-backed clinical metagenomics company, focused on elevating patient care through microbial insights. We are committed to advancing diagnostic science and technology to optimize the diagnosis and treatment of infectious diseases. Through the use of genomics and AI, we are driven to improve the diagnostic landscape for infectious diseases. This represents an incredible opportunity to join a growing life sciences company poised to revolutionize the Infectious Disease diagnostics market. We are expanding the launch of our proprietary, Next-Generation Sequencing test in hospitals and health systems across the U. Joining Karius in our commercialization effort will both accelerate your career and advance our vision to see a world where infectious disease is no longer a major threat to human health. The Clinical Sales Manager is responsible for the sales efforts of Karius in a defined regional territory, focusing on relationships with infectious disease physicians, lab directors, C-level executives, and other clinical leaders throughout a hospital system. Karius aims to conquer infectious diseases through innovations around genomic sequencing and machine learning. The company’s platform is already delivering unprecedented insights into the microbial landscape, providing clinicians with a comprehensive test capable of identifying more than a thousand pathogens directly from blood, and helping industry accelerate the development of therapeutic solutions. The Karius test we provide today is one of the most advanced solutions available to physicians who aim to deliver better care to many otherwise ineffectively treated patients.

Reports to:

Regional Sales Director Eastern North Carolina and Southern Virginia with deep knowledge and experience in the greater metropolitan area health systems.

Grow sales revenue and test volume in territory by establishing new business in hospitals while increasing volume in existing hospitals. Introduce a transformational, life-saving diagnostic technology which will change the world of infectious disease by engaging key stakeholders in the hospital that are involved with the decision process to implement new diagnostic tests.

• Collaboration with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals.
• Develop thought leaders and early adopters for this new approach to infectious disease diagnosis.
• Help establish the foundation and culture of a world-class commercial organization.
• Build, manage and nurture market-based/regional territory, comprising hospital & health system accounts.
• Prioritize and segment hospital & health system accounts to maximize opportunity and growth.
• Present product features and benefits to key stakeholders and clinical call points, utilizing consultative sales techniques (qualifying leads, assessing needs, supporting evaluations, and closing). Manage early evaluations to activate initial adoption of Karius test/solutions and drive increased utilization over time.
• Develop a ‘trusted advisor’ relationship and establish oneself as fully accountable for demonstrating ROI to the partner account, ensuring both regular interaction and utilization review.
• Manage and secure renewals of partner agreements.
• Collaborate with Sales, Marketing, and Product leadership to provide valuable market feedback, to inform all functions.
• Partner, and co-present, with Karius’ Clinical/Medical Affairs teams (including Medical Science Liaisons) to support partner interactions, both remote and in-person, and manage follow-up.
• Collaborate with Customer Success to onboard new accounts, share feedback, proactively address risks, immediately address concerns/problems, manage expectations, promote successes, and maintain close pulse on the health of the partner.
• Partner with Marketing to identify and co-manage regional meeting opportunities, develop Key Opinion Leader (KOL) panels, and other local market activities.
• Participate in broader sales meetings, training programs, conventions, and industry trade shows as required.
• Complete paperwork and administrative duties in a timely and accurate fashion, including documentation in SalesForce, expense reporting, speaker program information, etc.

Travel:

Up to 70%.

Work is generally performed remotely in the field.

Bachelor’s degree; advanced degree or MBA a plus.

• 5 years of sales/business development experience in Life Sciences / Biotech, Medical Device, Diagnostic Equipment, and/or Pharmaceutical industries.
• Previous success in introducing transformational, novel products or services to physicians and hospitals which have changed clinical practice prior to significant peer-reviewed publications or inclusion in guidelines for support.
• Robust network of existing relationships in hospitals and health systems, across microbiology labs, send-out labs, physician groups, C-level executives, and administrators of clinical functions.
• Strong vision and planning capabilities to grow the territory.
• Strong ability to develop relationships from C-level executives to physicians and lab directors, building credibility through subject matter and industry expertise.
• Demonstrated track record of top sales achievement, meeting and exceeding sales objectives.
• Experience with multi-level account management.

Personal Qualifications

• Team player willing to collaborate with all customer facing teams to share best practices.
• Strong presentation acumen and negotiation skills, ability to manage and facilitate engaging discussions with both small and large groups.
• Unquestionable personal code of ethics, integrity, confidentiality and ability to build trusting and professional relationships.

At Karius, we value a diverse and inclusive workplace and provide equal employment opportunities for all applicants and employees and are committed to honor and invest in the full diversity of people, in our hiring, recruiting and development of employees across the Company. All qualified applicants for employment are encouraged to apply and will be considered without regard to an individual’s race, color, sex, gender identity and gender expression (including transgender individuals who are transitioning, have transitioned, or are perceived to be transitioning to the gender with which they identify), religion, age, national origin or ancestry, citizenship, physical or mental disability, medical condition, family care status, marital status, domestic partner status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws. If you are unable to submit your application due to a disability, please contact us at and we will accommodate qualified individuals with disabilities.