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Karius is a venture-backed clinical metagenomics company developing next-generation sequencing diagnostics for infectious diseases. The company uses genomics and AI to detect microbial cell-free DNA in blood, enabling rapid diagnosis and treatment decisions for physicians.
As Clinical Sales Manager, you will lead sales efforts in a defined regional territory (New York City and Northern New Jersey), managing relationships with infectious disease physicians, lab directors, C-level executives, and clinical leaders across hospital systems. You will be responsible for growing sales revenue and test volume by establishing new business in hospitals and increasing adoption in existing accounts.
Key responsibilities include:
- Driving territory growth through consultative sales techniques: qualifying leads, assessing needs, supporting evaluations, and closing deals
- Collaborating with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals
- Developing thought leaders and early adopters for the Karius diagnostic platform
- Serving as a subject matter expert on the science and technology of the test, speaking fluently to clinicians about differentiation and value
- Building deep, trusted advisor relationships with multiple stakeholders across prospective and existing partner accounts
- Managing account segmentation, contract negotiations, and partner agreement renewals
- Demonstrating ROI to partners through regular interaction and utilization reviews
- Co-presenting with Clinical/Medical Affairs teams and Medical Science Liaisons
- Partnering with Customer Success on account onboarding, risk management, and relationship health
- Identifying regional meeting opportunities and developing Key Opinion Leader (KOL) panels with Marketing
- Participating in sales meetings, training programs, conventions, and industry trade shows
- Completing administrative duties including SalesForce documentation and expense reporting
Travel requirement: up to 70%. Work is generally performed remotely in the field with extended periods of sitting/standing.
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 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 from C-level to physicians and lab directors, building 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, comfortable multitasking in fast-paced, ambiguous, growth-oriented environment
- Strong presentation and negotiation skills
- Unquestionable personal code of ethics, integrity, and confidentiality
- Passion for Karius' mission and commitment to company culture
