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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in sales and business development within the Life Sciences and Biotech sectors, with a strong focus on relationship-building and consultative sales techniques. Proven ability to introduce innovative diagnostic technologies to healthcare stakeholders and achieve sales objectives through strategic planning and collaboration.
Highest-signal resume keywords
Sales/Business Development ExperienceLife Sciences/Biotech Industry KnowledgeConsultative Sales TechniquesRelationship Management with C-Level ExecutivesStrong Presentation and Negotiation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
SalesForce DocumentationAccount ManagementAnalytical AptitudeProblem-Solving SkillsMarket Feedback AnalysisSales Achievement TrackingProduct Introduction StrategiesROI DemonstrationTerritory Growth PlanningMulti-Level Account Management
Soft Skills
Excellent Business AcumenStrong Vision and Planning CapabilitiesEntrepreneurial SpiritAbility to Collaborate with TeamsPersonal Ethics and Integrity
Certifications & Qualifications
Bachelor's DegreeValid Driver's LicenseAdvanced Degree or MBA (Plus)
Industry Keywords
Diagnostic EquipmentMedical DevicePharmaceuticalTransformational ProductsMicrobiology LabsPhysician GroupsHealth SystemsClinical Practice ChangeKarius TestInfectious Disease Diagnostics
About the role
Key responsibilities & impact- Grow sales revenue and test volume in the territory by establishing new hospital business and increasing volume in existing hospitals
- Introduce Karius’s transformational diagnostic technology to hospital stakeholders involved in implementing new 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 Karius’s infectious disease 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, activate initial adoption, and drive increased utilization of Karius tests and solutions
- Serve as a subject matter expert on the science, technology, merits, and value of the Karius test
- Build relationships, educate stakeholders, and drive consensus among prospective and existing partners
- Demonstrate ROI to partner accounts through regular interaction and utilization reviews
- Secure contracts and agreements and manage partner-agreement renewals
- Provide market feedback to Sales, Marketing, and Product leadership
- Partner and co-present with Clinical/Medical Affairs teams, including Medical Science Liaisons, in remote and in-person interactions
- Collaborate with Customer Success to onboard accounts, address risks and concerns, manage expectations, and monitor partner health
- Partner with Marketing on regional meetings, Key Opinion Leader panels, and local market activities
- Participate in sales meetings, training programs, conventions, and industry trade shows
- Complete SalesForce documentation, expense reports, speaker-program information, and other administrative duties
Requirements
What you’ll need- Bachelor’s degree
- 5 years of sales/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
- Robust network of relationships in hospitals and health systems, including microbiology labs, send-out labs, physician groups, C-level executives, and clinical-function administrators
- Strong vision and planning capabilities to grow the territory
- Excellent business acumen, analytical aptitude, and problem-solving skills
- Ability to develop relationships with C-level executives, physicians, and lab directors through subject matter and industry expertise
- Demonstrated track 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
- Willingness to collaborate with customer-facing teams
- Ability to set priorities, allocate resources, take accountability, and achieve results
- Strong presentation and negotiation skills
- Ability to facilitate discussions with small and large groups
- Personal ethics, integrity, confidentiality, and ability to build trusting professional relationships
- Passion for Karius’s mission and reputation
- Advanced degree or MBA is a plus
Benefits
Comp & perks- Equal employment opportunities and commitment to a diverse and inclusive workplace
- Accommodation for qualified individuals with disabilities
- Opportunity to work on life-changing infectious disease diagnostics using genomics, AI, and machine learning
- Participation in training programs, conventions, and industry trade shows