Clinical Sales Manager (New York City & Long Island)

Karius•New York, NY

4d•$118,337 - $177,505

About The Position

The Clinical Sales Manager is responsible for sales efforts in a defined regional territory, with a focus on building relationships with infectious disease physicians, lab directors, C-level executives, and other clinical leaders throughout hospital systems. The role supports the commercial launch and expansion of Karius’s proprietary next-generation sequencing test in hospitals and health systems. The territory covers New York City and Long Island, and requires knowledge and experience with greater metropolitan area health systems. The position reports to the Regional Sales Director. The manager develops new hospital business, grows use in existing accounts, and builds trusted relationships that support adoption and sustained utilization of the Karius test. This includes communicating the test’s science, technology, features, benefits, and differentiation; supporting evaluations and onboarding; demonstrating return on investment; securing and renewing agreements; and partnering with internal teams on account health and market development. Work 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.
A robust network of 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 for territory growth.
Strong business acumen, analytical aptitude, and problem-solving skills.
Ability to build credible relationships with C-level executives, physicians, and lab directors through subject matter and industry expertise.
Demonstrated record of top sales achievement and meeting or exceeding sales objectives.
Experience with multi-level account management.
Entrepreneurial spirit and comfort multitasking in a fast-paced, ambiguous, growth-oriented environment.
Team-oriented approach and willingness to collaborate with customer-facing teams and share best practices.
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 standards of ethics, integrity, and confidentiality, and ability to build trusting professional relationships.
Passion for Karius’s mission and reputation and willingness to invest in the company’s 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 diagnostic test implementation and develop thought leaders and early adopters.
Collaborate with Inside Sales, Customer Success, Medical Affairs, Marketing, Sales, and Product leadership to achieve goals and share market feedback.
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 and drive increased utilization over time.
Serve as a subject matter expert on the science and technology of the Karius test, its capabilities, value, and differentiation from competitors.
Build relationships and consensus among prospective and existing partners, and establish trusted-advisor relationships with regular interaction and utilization reviews.
Demonstrate return on investment to partner accounts and secure contracts or agreements when appropriate to formalize long-term relationships and revenue predictability.
Manage and secure renewals of partner agreements.
Partner and co-present with Clinical/Medical Affairs teams, including Medical Science Liaisons, to support partner interactions and follow-up.
Collaborate with Customer Success to onboard accounts, share feedback, address risks and concerns, manage expectations, promote successes, and monitor partner health.
Partner with Marketing on regional meeting opportunities, Key Opinion Leader panels, and other local market activities.
Participate in sales meetings, training programs, conventions, and industry trade shows as required.
Complete administrative work accurately and on time, including Salesforce documentation, expense reports, and speaker program information.
Help establish the foundation and culture of a world-class commercial organization.