Clinical Sales Manager (Raleigh)

Karius•Raleigh, NC

4d•$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, lab 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 and increased use in existing accounts. The position develops and manages hospital and health system accounts across Eastern North Carolina and Southern Virginia, requiring knowledge and experience with health systems in the greater metropolitan area. The manager presents the test’s features, benefits, science, and clinical value; supports evaluations and adoption; builds stakeholder consensus; and serves as an accountable partner and subject matter expert. The role also coordinates with internal sales, customer success, medical affairs, marketing, and product teams to support account onboarding, utilization, renewals, market feedback, and regional activities. Travel is up to 70%, and 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 inclusion in guidelines.
Established 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.
Excellent 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.
Collaborative team orientation 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 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’s culture as it grows.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Grow sales revenue and test volume by establishing new hospital business and increasing volume at 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 diagnostic approach.
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 and increase utilization over time.
Serve as a subject matter expert to clinicians, explaining the test’s science, technology, capabilities, differentiators, and value.
Build relationships, educate stakeholders, and drive consensus across 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.
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, and manage follow-up.
Work 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 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 and paperwork accurately and on time, including SalesForce documentation, expense reports, and speaker program information.