Responsibilities
- Own a defined book of business within approximately a 3-hour drivable radius; build and execute a localized account plan that segments targets by opportunity size and readiness.
- Maintain an active Salesforce pipeline tied to adoption milestones; use data and tools (e.g., DHC) to prioritize field activity and time allocation.
- Generate leads and secure or facilitate first meetings for the book of business owned by the overseeing CSM.
- Route and brief appointments so the CSM can convert; coordinate at the regional level to ensure field effort complements rather than duplicates ISR and CSM activity.
- Design and execute localized prospecting to identify and qualify high-potential targets within the territory radius.
- Secure first meetings and introductory conversations; onboard net-new accounts and lead them through the first order — net-new creation is shared with the ISR team by design.
- Convert first orders into routine, sustained ordering; drive reorder behavior and habit formation across newly active accounts.
- Expand the number of ordering providers within each account; systematically identify and remove ordering friction — including workflow, result delivery, and follow-up barriers.
- Cultivate relationships with lab directors, infectious disease physicians, pharmacists, and ordering clinicians at the frontline and lab tier.
- Lead consultative, evidence-based conversations that connect Karius Spectrum and Focus BAL to the account's clinical context; identify and develop internal champions to advance adoption.
- Accept the ISR handoff at the meeting-to-usage transition; partner with the MSL on clinical education in a support capacity.
- As onboarded accounts reach sustained-active status (≥12 tests/quarter), graduate them to the overseeing CSM or carry them into an earned territory upon promotion.
- Align personal performance to regional team goals; hold self accountable for activity, pipeline, and activation commitments.
- Document all customer interactions in Salesforce; proactively share field intelligence and market insights with ISR, CSM, and regional leadership.
Requirements
- Bachelor's degree in Life Sciences, Business, or a related field.
- 1-2 years of experience in healthcare, life sciences, diagnostics, or a related field, plus completed sales training or certification from a recognized program; or 3+ years of experience in healthcare, life sciences, diagnostics, or a related field.
- Demonstrated ability to manage a territory, maintain a CRM pipeline, and execute a field-based account plan.
- Proficiency with Salesforce or comparable CRM platforms.
- Ability to relocate is a condition of the role; candidates must be open to relocation into a CSM territory when a seat becomes available.
- Valid driver's license.
- Strong interpersonal and consultative communication skills; able to build credibility with clinical and lab audiences at the frontline and institutional level.
- Strong problem solving skills and attention to detail, with the ability to identify and resolve friction points within an account.
- Self-directed and accountable; demonstrates field discipline and structured follow-through without close supervision.
- High growth orientation — motivated by a defined career path and eager to earn increased scope through demonstrated performance.
- Collaborative team player; skilled at coordinating cross-functionally with ISR, CSM, and MSL partners without duplicating effort.
- Comfortable with ambiguity and evolving priorities in a fast-paced, high-growth commercial environment.
- Embodies Karius values: patient-centric, intellectually curious, team-oriented, and driven by impact.
Nice to Have
- Advanced degree or MBA a plus.
- Sales training, certification, or coursework is preferred.
