Clinical Sales Manager (Atlanta)

Karius•Atlanta, GA

6d•$118,337 - $177,505•Remote

About The Position

The Clinical Sales Manager is responsible for sales efforts in a defined regional territory, focusing on relationships with infectious disease physicians, laboratory directors, C-level executives, and other clinical leaders throughout hospital systems. The role supports the expansion of Karius’s proprietary next-generation sequencing test in hospitals and health systems across the United States, growing revenue and test volume through new business development and increased utilization at existing accounts. The position builds and manages hospital and health system accounts, develops clinical thought leaders and early adopters, and educates stakeholders about the science, technology, value, and differentiation of the Karius test. The manager collaborates with internal commercial, customer success, medical affairs, marketing, and product teams to support evaluations, onboarding, account health, renewals, and regional market activities. The role is based in the Greater Atlanta territory and is generally performed remotely in the field, with travel up to 70%.

Requirements

Bachelor’s degree.
At least 5 years of sales or business development experience in Life Sciences, Biotech, Medical Device, Diagnostic Equipment, and/or Pharmaceutical industries.
Valid driver’s license.
Previous success introducing transformational, novel products or services to physicians and hospitals that changed clinical practice before significant peer-reviewed publications or guideline inclusion.
Established 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 a territory.
Excellent business acumen, analytical aptitude, and problem-solving skills.
Ability to develop relationships with C-level executives, physicians, and laboratory directors, building credibility through subject-matter and industry expertise.
Demonstrated record of top sales achievement and meeting or exceeding sales objectives.
Experience with multilevel account management.
Entrepreneurial spirit and ability to multitask in a fast-paced, ambiguous, growth-oriented environment.
Collaborative approach and willingness to share best practices with customer-facing teams.
Ability to set priorities, allocate resources, take accountability, and achieve results.
Strong presentation and negotiation skills, including facilitating engaging discussions with small and large groups.
High personal standards of ethics, integrity, and confidentiality, with the ability to build trusting professional relationships.
Passion for Karius’s mission and reputation and willingness to invest in the company culture as it grows.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Grow territory sales revenue and test volume by establishing business in new hospitals and increasing volume in existing hospitals.
Engage hospital stakeholders involved in decisions to implement diagnostic tests.
Collaborate with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals.
Develop thought leaders and early adopters for the Karius approach to infectious disease diagnosis.
Help establish the foundation and culture of a world-class commercial organization.
Build, manage, and nurture a regional territory of hospital and health system accounts.
Prioritize and segment accounts to maximize opportunity and growth.
Present product features and benefits using consultative sales techniques, including qualifying leads, assessing needs, supporting evaluations, and closing.
Manage early evaluations to activate initial adoption of Karius tests and solutions and increase utilization over time.
Serve as a subject matter expert to clinicians, explaining the test’s science, technology, capabilities, merits, and differentiation from competitors.
Build relationships, educate stakeholders, and drive consensus among prospective and existing partners.
Establish trusted-advisor relationships and demonstrate return on investment through regular engagement and utilization reviews.
Secure contracts and agreements where necessary or optimal, and manage and secure renewals of partner agreements.
Provide market feedback to Sales, Marketing, and Product leadership.
Partner and co-present with Clinical and Medical Affairs teams, including Medical Science Liaisons, to support partner interactions and follow-up.
Collaborate with Customer Success on onboarding, feedback, risk mitigation, issue resolution, expectation management, promoting successes, and monitoring partner health.
Partner with Marketing to identify and co-manage regional meetings, Key Opinion Leader panels, and other local market activities.
Participate in sales meetings, training programs, conventions, and industry trade shows as required.
Complete administrative duties accurately and promptly, including Salesforce documentation, expense reports, and speaker program information.