Clinical Account Manager - Boston

Boston, MA
Sales
Full-time
Karius is a venture-backed life science startup focused on transforming the way infectious diseases are diagnosed.  Combining Next-Generation Sequencing and proprietary data analysis, we can identify over 1,300 pathogens from a single blood sample with typical turn around time in one business day. By introducing liquid biopsy into the diagnosis of infectious diseases, we're helping doctors quickly solve their most challenging cases, with a future vision of accelerating clinical trials, discovering new microbes, and reducing patient suffering worldwide.

This represents an incredible opportunity to join a new life sciences company poised to revolutionize the Infectious Disease diagnostics market.  We are preparing to launch our proprietary, Next-Generation Sequencing test in hospitals and health systems across the U.S.  Joining Karius on the ground floor of our commercialization effort will both accelerate your career, and advance our mission to drive clinical impact as quickly as possible with healthcare providers.
 
The Clinical Account Manager is responsible for the clinical sales efforts of Karius in a defined regional territory, focusing on relationships with infectious disease physicians, lab directors, C-level executives, and other clinical leaders throughout a hospital system.
 
 
You Will:
·       Introduce a transformational, life-saving diagnostic technology which will change the world of infectious disease
·       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, comprised of 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 Karius infectious disease testing, and how to leverage the Karius test appropriately
·       Speak fluently on the unique merits of our proprietary test, positioning our differentiation from 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 expense reporting, speaker program information, etc..
  
 
You Bring:
·       Bachelor’s degree from an accredited university or college
·       7+ years of sales/business development experience in Life Sciences / Biotech, Medical Device, Diagnostic Equipment, and/or Pharmaceutical industries
·       Previous 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 support
·       Robust network of existing relationships in hospitals and health systems, across microbiology labs, send-out labs, physician groups, C-level executives, and administrators of clinical functions
·       Strong ability to develop relationships from C-level executives to physicians, building credibility through subject matter and industry expertise
·       Strong presentation acumen, to manage and facilitate engaging discussions with both small and large groups
·       Demonstrated track record of top sales achievement, meeting and exceeding sales objectives
·       Experience with multi-level account management
·       Embracing of change in a face-paced, entrepreneurial start-up environment, with a penchant for action
·       Resilience and poise under pressure, with a “fire-in-the-belly” to deliver results
·       Comfort with local and regional travel
·       Valid driver's license