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Karius is a venture-backed life sciences company specializing in clinical metagenomics and infectious disease diagnostics. The company uses next-generation sequencing and AI to detect microbial cell-free DNA in blood, enabling rapid diagnosis of infectious diseases. This role is part of Karius's commercialization effort to expand adoption of its proprietary diagnostic test across U.S. hospitals and health systems.
As Clinical Sales Manager, you will lead sales efforts across a defined regional territory in Central California, focusing on the greater metropolitan area health systems. You report to the Regional Sales Director and are responsible for growing sales revenue and test volume by establishing new business relationships and expanding volume in existing hospital accounts.
Key responsibilities include:
- Identifying and engaging key stakeholders (infectious disease physicians, lab directors, C-level executives, clinical leaders) involved in diagnostic test adoption decisions
- Presenting product features and benefits using consultative sales techniques: qualifying leads, assessing needs, supporting evaluations, and closing deals
- Serving as a subject matter expert on the science and technology of the Karius test, articulating differentiation from competitors
- Building and nurturing deep relationships with prospective and existing hospital/health system partners
- Developing thought leaders and early adopters for this novel diagnostic approach
- Managing early evaluations to activate initial adoption and drive increased utilization
- Establishing trusted advisor relationships and demonstrating ROI to partner accounts
- Securing contracts and managing renewals of partner agreements
- Collaborating with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals
- Partnering with Clinical/Medical Affairs teams and Medical Science Liaisons on partner interactions (remote and in-person)
- Identifying regional meeting opportunities, developing Key Opinion Leader (KOL) panels, and co-managing local market activities with Marketing
- Participating in sales meetings, training programs, industry conventions, and trade shows
- Maintaining accurate documentation in Salesforce and completing administrative duties
Travel requirement: up to 70%. Work is generally performed in the field with extended periods of sitting/standing.
REQUIREMENTS:
- Bachelor's degree (advanced degree or MBA preferred)
- 5+ years of sales/business development experience in Life Sciences, Biotech, Medical Device, Diagnostic Equipment, and/or Pharmaceutical industries
- Valid driver's license
- Proven success introducing transformational, novel products or services to physicians and hospitals that changed clinical practice prior to significant peer-reviewed publications or guideline inclusion
- Robust existing network of relationships in hospitals and health systems, including microbiology labs, send-out labs, physician groups, C-level executives, and clinical administrators
- Strong vision and planning capabilities to grow territory
- Excellent business acumen, analytical aptitude, and problem-solving skills
- Ability to develop relationships across organizational levels (C-suite to physicians to lab directors) and build credibility through subject matter expertise
- Demonstrated track record of top sales achievement, meeting and exceeding sales objectives
- Experience with multi-level account management
- Entrepreneurial spirit, comfort with multitasking and fast-paced, ambiguous, growth-oriented environments
- Strong presentation and negotiation skills
- Unquestionable personal ethics, integrity, and ability to build trusting professional relationships
- Passion for Karius's mission and commitment to company culture
