Clinical Sales Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Increase sales revenue and test volume in the designated territory by forming new business relationships in hospitals while enhancing volume in current accounts. Present a groundbreaking, life-saving diagnostic technology that will revolutionize the infectious disease landscape by engaging key decision-makers in hospitals involved in the implementation of new diagnostic tests.

• Collaborate with Inside Sales, Customer Success, Medical Affairs, and Marketing teams to meet territory and company objectives.

• Cultivate thought leaders and early adopters for this innovative approach to infectious disease diagnosis.

• Contribute to establishing the foundation and culture of a top-tier commercial organization.

• Develop, manage, and foster relationships within a market-based/regional territory, which includes hospital and health system accounts.

• Prioritize and segment hospital and health system accounts to maximize opportunities and drive growth.

• Showcase product features and advantages to key stakeholders and clinical points of contact, employing consultative sales techniques (qualifying leads, assessing needs, supporting evaluations, and closing). Oversee initial evaluations to promote the early adoption of Karius tests/solutions and encourage increased utilization over time.

• Act as a subject matter expert, engaging with clinicians at all levels about the science and technology behind the Karius test and how to effectively utilize its capabilities. Articulate the unique benefits and value of our proprietary test, distinguishing our offerings from competitors.

• Establish strong relationships, educate stakeholders, and drive consensus among both prospective and existing partners.

• Build a ‘trusted advisor’ relationship, taking full responsibility for demonstrating ROI to partner accounts, ensuring regular interactions and utilization reviews.

• Secure contracts and agreements when necessary or advantageous to formalize long-term partnerships, define value exchanges, and enhance revenue predictability.

• Oversee and secure renewals of partner contracts.

• Work alongside Sales, Marketing, and Product leadership to provide essential market feedback to inform all functions.

• Collaborate and co-present with Karius’ Clinical/Medical Affairs teams (including Medical Science Liaisons) to support partner interactions, both remotely and in-person, and manage follow-up activities.

• Partner with Customer Success to onboard new accounts, share feedback, proactively address risks, promptly resolve issues, manage expectations, celebrate successes, and maintain a close watch on partner health.

• Collaborate with Marketing to identify and co-manage regional meeting opportunities, develop Key Opinion Leader (KOL) panels, and other local market initiatives.

• Participate in broader sales meetings, training programs, conventions, and industry trade shows as required.

• Complete administrative tasks and paperwork accurately and promptly, including documentation in SalesForce, expense reporting, and speaker program information.

⛳️ Requirements

• Bachelor's degree; an advanced degree or MBA is 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 in introducing transformative, novel products or services to physicians and hospitals that have altered clinical practices before significant peer-reviewed publications or guideline inclusion.

• A strong network of existing relationships within hospitals and health systems, including microbiology labs, send-out labs, physician groups, C-level executives, and clinical function administrators.

• Strong vision and planning capabilities to expand the territory.

• Excellent business acumen paired with exceptional analytical and problem-solving skills.

• Ability to cultivate relationships ranging from C-level executives to physicians and lab directors, establishing credibility through subject matter and industry expertise.

• Proven track record of top sales performance, consistently meeting and exceeding sales targets.

• Experience in multi-level account management.

🏝️ Benefits

• + Stock options, Commission