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Karius is a venture-backed life sciences company specializing in clinical metagenomics and infectious disease diagnostics. The company uses genomics and AI to detect microbial cell-free DNA in the body, enabling rapid treatment decisions for infectious diseases.
The Clinical Sales Manager will lead sales efforts in a defined regional territory (New York metropolitan area and greater region), focusing on relationships with infectious disease physicians, lab directors, C-level executives, and clinical leaders across hospital systems. This role is central to Karius's commercialization of its proprietary Next-Generation Sequencing test across U.S. hospitals and health systems.
Key Responsibilities:
- Grow sales revenue and test volume by establishing new business in hospitals and increasing volume in existing accounts
- Introduce transformational diagnostic technology by engaging key stakeholders involved in diagnostic test implementation decisions
- Develop thought leaders and early adopters for the new infectious disease diagnostic approach
- Build, manage, and nurture a market-based regional territory comprising hospital and health system accounts
- Prioritize and segment accounts to maximize opportunity and growth
- Present product features and benefits using consultative sales techniques (qualifying leads, assessing needs, supporting evaluations, closing)
- Serve as a subject matter expert, speaking fluently with clinicians about the science and technology of the Karius test and its competitive differentiation
- Build deep relationships and drive consensus across multiple stakeholders in prospective and existing partner organizations
- Develop trusted advisor relationships and demonstrate ROI to partner accounts through regular interaction and utilization review
- Secure contracts and agreements to memorialize long-term relationships and define value exchange
- Manage and secure renewals of partner agreements
- Collaborate with Sales, Marketing, and Product leadership to provide market feedback
- Partner with Clinical/Medical Affairs teams and Medical Science Liaisons to support partner interactions (remote and in-person)
- Collaborate with Customer Success on account onboarding, feedback sharing, risk management, and relationship health monitoring
- Partner with Marketing to identify regional meeting opportunities, develop Key Opinion Leader panels, and manage local market activities
- Participate in sales meetings, training programs, conventions, and industry trade shows
- Complete administrative duties including SalesForce documentation, expense reporting, and speaker program information
Travel: Up to 70%
Physical Requirements: Extended periods of sitting and/or standing, vision to monitor and moderate noise levels. Work is generally performed remotely in the field.
Requirements:
- 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
- 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 network of existing relationships in hospitals and health systems, across microbiology labs, send-out labs, physician groups, C-level executives, and clinical function administrators
- Strong vision and planning capabilities to grow territory
- Excellent business acumen combined with outstanding analytical aptitude and problem-solving skills
- 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
- Entrepreneurial spirit and comfort with multitasking in fast-paced, ambiguous, growth-oriented environments
- Team player willing to collaborate with all customer-facing teams
- Ability to set priorities, allocate resources, take accountability, and achieve results
- Strong presentation acumen and negotiation skills; ability to manage and facilitate engaging discussions with small and large groups
- Unquestionable personal code of ethics, integrity, and confidentiality; ability to build trusting and professional relationships
- Passion for Karius's mission and reputation; investment in company culture as it grows
