Karius - Clinical Sales Manager (Mid-Atlantic)
Requirements
• Subject to extended periods of sitting and/or standing, vision to monitor and moderate noise levels. Work is generally performed remotely in the field. • Entrepreneurial spirit and is comfortable multitasking and working in a fast-paced, ambiguous, growth-oriented environment. • Team player willing to collaborate with all customer facing teams to share best practices. • Ability to set priorities, allocate resources, take accountability and achieve results. • Strong presentation acumen and negotiation skills, ability to manage and facilitate engaging discussions with both small and large groups. • Unquestionable personal code of ethics, integrity, confidentiality and ability to build trusting and professional relationships. • Passionate about the mission and reputation of Karius while investing in the culture as the company grows.
Responsibilities
• Grow sales revenue and test volume in territory by establishing new business in hospitals while increasing volume in existing hospitals. Introduce a transformational, life-saving diagnostic technology which will change the world of infectious disease by engaging key stakeholders in the hospital that are involved with the decision process to implement new diagnostic tests. • Collaboration with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goals. • Develop thought leaders and early adopters for this new approach to infectious disease diagnosis. • Help establish the foundation and culture of a world-class commercial organization. • Build, manage and nurture market-based/regional territory, comprising hospital & health system accounts. • Prioritize and segment hospital & health system accounts to maximize opportunity and growth. • Present product features and benefits to key stakeholders and clinical call points, utilizing consultative sales techniques (qualifying leads, assessing needs, supporting evaluations, and closing). Manage early evaluations to activate initial adoption of Karius test/solutions and drive increased utilization over time. • Serve as a subject matter expert, speaking with clinicians of all levels regarding the science and technology of the Karius test and how to best leverage its capabilities. Speak fluently on the unique merits and value of our proprietary test, positioning our differentiation from the competition. • Build deep relationships, educate and drive consensus across multiple stakeholders among both prospective and existing partners. • Develop a ‘trusted advisor’ relationship and establish oneself as fully accountable for demonstrating ROI to the partner account, ensuring both regular interaction and utilization review. • Secure contracts and agreements, where necessary or optimal, to memorialize long-term relationships with partners, define an exchange of value, and augment predictability into revenue. • Manage and secure renewals of partner agreements. • Collaborate with Sales, Marketing, and Product leadership to provide valuable market feedback, to inform all functions. • Partner, and co-present, with Karius’ Clinical/Medical Affairs teams (including Medical Science Liaisons) to support partner interactions, both remote and in-person, and manage follow-up. • Collaborate with Customer Success to onboard new accounts, share feedback, proactively address risks, immediately address concerns/problems, manage expectations, promote successes, and maintain close pulse on the health of the partner. • Partner with Marketing to identify and co-manage regional meeting opportunities, develop Key Opinion Leader (KOL) panels, and other local market activities. • Participate in broader sales meetings, training programs, conventions, and industry trade shows as required. • Complete paperwork and administrative duties in a timely and accurate fashion, including documentation in SalesForce, expense reporting, speaker program information, etc.
Benefits
• Karius aims to conquer infectious diseases through innovations around genomic sequencing and machine learning. The company’s platform is already delivering unprecedented insights into the microbial landscape, providing clinicians with a comprehensive test capable of identifying more than a thousand pathogens directly from blood, and helping industry accelerate the development of therapeutic solutions. The Karius test we provide today is one of the most advanced solutions available to physicians who aim to deliver better care to many otherwise ineffectively treated patients. Our test is the result of some incredible work done by our scientists, statisticians, engineers, and physicians, all driven by the same mission. You, as part of the Karius team, will be able to see how directly your work has a life-changing impact on people, and at scale. • Reports to: Regional Sales Director • Territory: North and South Carolina, with deep knowledge and experience in the greater metropolitan area health systems.
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