[Remote] Clinical Sales Manager (Capitol)

Note: The job is a remote job and is open to candidates in USA. Karius is a venture-backed life science startup focused on transforming the way infectious diseases are diagnosed. The Clinical Sales Manager is responsible for the sales efforts of Karius in a defined regional territory, establishing relationships with key stakeholders in hospitals and health systems to promote a transformative diagnostic technology.ResponsibilitiesGrow 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 testsCollaboration with Inside Sales, Customer Success, Medical Affairs, and Marketing to achieve territory and company goalsDevelop thought leaders and early adopters for this new approach to infectious disease diagnosisHelp establish the foundation and culture of a world-class commercial organizationBuild, manage and nurture market-based/regional territory, comprising hospital & health system accountsPrioritize and segment hospital & health system accounts to maximize opportunity and growthPresent 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 timeServe 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 competitionBuild deep relationships, educate and drive consensus across multiple stakeholders among both prospective and existing partnersDevelop a ‘trusted advisor’ relationship and establish oneself as fully accountable for demonstrating ROI to the partner account, ensuring both regular interaction and utilization reviewSecure contracts and agreements, where necessary or optimal, to memorialize long-term relationships with partners, define an exchange of value, and augment predictability into revenueManage and secure renewals of partner agreementsCollaborate with Sales, Marketing, and Product leadership to provide valuable market feedback, to inform all functionsPartner, 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-upCollaborate 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 partnerPartner with Marketing to identify and co-manage regional meeting opportunities, develop Key Opinion Leader (KOL) panels, and other local market activitiesParticipate in broader sales meetings, training programs, conventions, and industry trade shows as requiredComplete paperwork and administrative duties in a timely and accurate fashion, including documentation in SalesForce, expense reporting, speaker program information, etcSkillsBachelor's degree; advanced degree or MBA a plus5 years of sales/business development experience in Life Sciences / Biotech, Medical Device, Diagnostic Equipment, and/or Pharmaceutical industriesValid driver's licensePrevious success in introducing transformational, novel products or services to physicians and hospitals which have changed clinical practice prior to significant peer-reviewed publications or inclusion in guidelines for supportRobust network of existing relationships in hospitals and health systems, across microbiology labs, send-out labs, physician groups, C-level executives, and administrators of clinical functionsStrong vision and planning capabilities to grow the territoryExcellent business acumen combined with outstanding analytical aptitude and problem-solving skillsStrong ability to develop relationships from C-level executives to physicians and lab directors, building credibility through subject matter and industry expertiseDemonstrated track record of top sales achievement, meeting and exceeding sales objectivesExperience with multi-level account managementEntrepreneurial spirit and is comfortable multitasking and working in a fast-paced, ambiguous, growth-oriented environmentTeam player willing to collaborate with all customer facing teams to share best practicesAbility to set priorities, allocate resources, take accountability and achieve resultsStrong presentation acumen and negotiation skills, ability to manage and facilitate engaging discussions with both small and large groupsUnquestionable personal code of ethics, integrity, confidentiality and ability to build trusting and professional relationshipsPassionate about the mission and reputation of Karius while investing in the culture as the company growsCompany OverviewKarius delivers genomic insights into infectious diseases, helping clinicians make critical, life-saving treatment decisions. It was founded in 2014, and is headquartered in Redwood City, California, USA, with a workforce of 51-200 employees. Its website is https://kariusdx.com.