Clinical Sales Manager (Orlando)
About The Position
The Clinical Sales Manager is responsible for Karius sales efforts in a defined regional territory, focused on building 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 across U.S. hospitals and health systems, introducing a diagnostic technology designed to inform infectious disease treatment decisions. The territory covers Orlando and North Florida, with an emphasis on deep knowledge and experience in greater metropolitan-area health systems. The position works closely with Inside Sales, Customer Success, Medical Affairs, Marketing, Sales, and Product leadership to grow adoption, utilization, and revenue. The role reports to the Regional Sales Director and involves up to 70% travel. Work is generally performed remotely in the field.
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 or novel products or services to physicians and hospitals that changed clinical practice before significant peer-reviewed publications or guideline inclusion.
- Existing relationships in hospitals and health systems across microbiology labs, send-out labs, physician groups, C-level executives, and clinical-function administrators.
- Strong territory-growth vision and planning capabilities.
- Business acumen, analytical aptitude, and problem-solving skills.
- Ability to build credibility and relationships with C-level executives, physicians, and laboratory 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.
- 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 the ability to facilitate engaging discussions with small and large groups.
- High standards of ethics, integrity, confidentiality, and professionalism in building trusted 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 developing new hospital business and increasing volume at existing hospitals.
- Engage hospital stakeholders involved in decisions to implement diagnostic tests and develop thought leaders and early adopters.
- Build, manage, and nurture 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 on the science and technology of the Karius test, explaining its capabilities, value, and differentiation from competitors.
- Build relationships and consensus among prospective and existing partners, and demonstrate return on investment through regular interaction and utilization reviews.
- Secure contracts and agreements where appropriate, and manage and secure renewals of partner agreements.
- Collaborate with Sales, Marketing, and Product leadership to provide market feedback.
- Partner and co-present with Clinical and Medical Affairs teams, including Medical Science Liaisons, to support partner interactions and follow-up.
- Work with Customer Success to onboard accounts, share feedback, address risks and concerns, manage expectations, promote successes, and monitor partner health.
- Work 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 duties accurately and on time, including SalesForce documentation, expense reporting, and speaker program information.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
