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Karius · 1 day ago

Regional Sales Director (East)

New York, United States

Full-time

Hybrid

Director/Executive

10+ years exp

Karius is a venture-backed life science company focused on transforming the way infectious diseases are diagnosed. The Regional Sales Director is responsible for achieving assigned regional revenue goals by driving sustained growth in Karius test utilization and market penetration in hospitals and health systems, while leading a high-performing team and contributing to national commercial strategy.

BiotechnologyGeneticsHealth CareInformation TechnologyLife SciencePrecision Medicine

Hiring Manager

Mark Rocha

Responsibilities

Achieve assigned regional revenue goals through sustained growth in both existing and new accounts

Drive disciplined regional execution by setting clear expectations, building territory and account development plans, and ensuring consistent adoption of the Karius Sales Cycle, KPIs, and CRM processes

Develop and execute regional business plans, manage regional budgets, and maintain ownership of initiatives, timelines, and performance milestones

Leverage sales reports and commercial analytics to guide regional priorities, inform decision-making, and ensure accurate and effective use of data across the team

Prepare and deliver Regional Quarterly Business Reviews (QBRs) with clear strategy, performance analysis, action plans, and resource needs

Hire, lead, and develop a high-performing team of Clinical Sales Managers (CSMs).Conduct regular field coaching sessions and performance reviews, using leading and lagging indicators (call activity, specialty mix, product penetration, funnel progression, account adoption) to drive continuous improvement and accountability

Partner closely with the Medical Science Liaison Director (MSLD) to align CSM -MSL territory strategies, coordinate customer engagement, and foster a collaborative “we-win-together” environment

Build deep knowledge of Karius technology, science, and clinical applications to effectively coach and develop CSMs and enhance their selling effectiveness

Develop and maintain strong relationships with key customers, clinical champions, and thought leaders

Support customer development through strategic co-travel and joint customer visits to understand needs, uncover opportunities, and strengthen account partnerships

Provide strategic input to senior leadership and Sales Operations in forecasting, market potential assessment, territory design, and incentive compensation programs

Play an active role on the Sales Leadership Team, contributing to short- and long-term commercial strategy, organizational priorities, and cross-functional alignment

Collaborate with Marketing, Medical Affairs, Operations, and Implementation to execute business initiatives, drive product adoption (including new portfolio expansions), and deliver actionable market insights

Support ongoing training and field readiness by contributing to sales training strategy, coaching methodology, and preparation for new messaging, collateral, and product launches

Ensure compliance with all laws, regulations, and internal policies while modeling Karius values and fostering ethical, customer-focused decision-making across the region

Qualification

Sales LeadershipLife Sciences ExperienceTeam DevelopmentMarket PenetrationBusiness AcumenAnalytical SkillsCustomer EngagementEthical Decision-MakingPresentation SkillsNegotiation Skills

Required

Bachelor's degree required

10+ years of sales or business development experience within Life Sciences, Biotech, Medical Device, Diagnostics, or Pharmaceutical industries, including 5+ years of successful people management

Proven success selling—and leading teams who sell—to multiple stakeholders within the hospital ecosystem, including both laboratory leaders and physicians

Demonstrated track record of launching and scaling transformational or novel technologies that influence clinical practice prior to guideline adoption or broad publication

Strong ability to build, lead, and develop high-performing teams; proven experience hiring, coaching, and managing direct reports

Ability to set priorities, allocate resources effectively, take accountability, and deliver results in a fast-paced environment

Excellent business acumen with strong analytical aptitude and problem-solving skills

Exceptional relationship-building skills and the ability to establish credibility with stakeholders ranging from C-suite executives to clinical and laboratory leaders

Valid driver's license