Clinical Sales Manager (Tulsa)

Karius•Tulsa, OK

26d•$118,337 - $177,505

About The Position

The Clinical Sales Manager is responsible for Karius sales efforts in a defined regional territory, growing sales revenue and test volume by establishing business in hospitals and increasing utilization in existing hospital accounts. The role introduces Karius’s proprietary next-generation sequencing test to hospitals and health systems, engaging infectious disease physicians, laboratory directors, C-level executives, administrators, and other clinical leaders in decisions about adopting diagnostic tests. The territory covers Oklahoma and Arkansas, with a focus on knowledge and experience in greater metropolitan-area health systems. The position 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, novel products or services to physicians and hospitals that changed clinical practice before significant peer-reviewed publications or guideline inclusion.
Existing relationships across hospitals and health systems, including microbiology and send-out laboratories, 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 build credible relationships from C-level executives to physicians and laboratory directors 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 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 facilitating 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 commitment to its culture as the company grows.

Nice To Haves

An advanced degree or MBA.

Responsibilities

Grow territory sales revenue and test volume by establishing new hospital business and increasing volume in existing hospitals.
Collaborate with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals.
Develop thought leaders and early adopters for this approach to infectious disease diagnosis.
Help establish the foundation and culture of a world-class commercial organization.
Build, manage, and nurture hospital and health system accounts in the territory.
Prioritize and segment accounts to maximize opportunity and growth.
Present product features and benefits to key stakeholders using consultative sales techniques, including qualifying leads, assessing needs, supporting evaluations, and closing.
Manage early evaluations to activate initial adoption of the Karius test and drive increased utilization over time.
Serve as a subject matter expert to clinicians, explaining the science, technology, capabilities, and differentiating value of the Karius test.
Build relationships, educate stakeholders, and drive consensus among prospective and existing partners.
Establish trusted-advisor relationships and demonstrate return on investment through regular partner interaction and utilization reviews.
Secure contracts and agreements where necessary or beneficial, and manage and secure renewals of partner agreements.
Provide market feedback to Sales, Marketing, and Product leadership.
Partner with Clinical and Medical Affairs teams, including Medical Science Liaisons, to support partner interactions and manage follow-up.
Collaborate with Customer Success to onboard accounts, share feedback, address risks and concerns, manage expectations, promote successes, and monitor partner health.
Work with Marketing to identify and co-manage 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 promptly and accurately, including Salesforce documentation, expense reports, and speaker program information.