Chief Commercial Officer (CCO) | Karius

Chief Commercial Officer (CCO)

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 1,000 pathogens from a single blood sample with typical turnaround time in one business day. By unlocking the information present in microbial cell-free DNA, 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. 

Why Should You Join?
Karius aims to conquer infectious diseases through innovations around genomic sequencing and machine learning. The company’s platform is already delivering unprecedented insights into the microbial landscape, providing clinicians with a comprehensive test capable of identifying more than a thousand pathogens directly from blood, and helping industry accelerate the development of therapeutic solutions. The Karius test we provide today is one of the most advanced solutions available to physicians who aim to deliver better care to many otherwise ineffectively treated patients. Our test is the result of some incredible work done by our scientists, statisticians, engineers, and physicians, all driven by the same mission. You, as part of the Karius team, will be able to see how directly your work has a life-changing impact on people, and at scale. 

Position Summary:
The Chief Commercial Officer ("CCO") role will have full responsibility for all aspects of commercial operations (Sales, Sales Operations, Marketing, Marketing Strategy, Pricing and Market Access.) This executive will collaborate with senior leadership in determining and driving the development and execution of the commercial strategy for the company. The CCO will build Karius’ commercial infrastructure and organization, driving market access of Karius’ products to achieve market penetration, competitive advantage, revenue growth and other commercial objectives.   

Reports to: Chief Executive Officer 
Location: Redwood City, CA 

Responsibilities Include:
·       Develop and implement an aggressive, consultative, long-term sales strategy to drive market penetration, patient access and revenue growth for the Karius Test®.
Provide highly visible leadership and establish the vision for flawless execution.
·       Build, manage, guide and mentor the sales and sales operations organizations.  Ensure that sales goals, territory assignments, incentive plans, and metrics are driven by and are in tight alignment with Karius’ overall corporate goals.  Communicate consistent messages to the field.
·       Lead the marketing and market access functions, ensuring a balance between strategic marketing activities with those that support near-term revenue generation.§  Continuously monitor performance across a variety of metrics, including market share, unit growth, market size, pricing and competition.
·       Display and practice a visible, open, and motivated leadership style throughout the organization, ensuring that the team fulfills commitments required to lead the company through its next growth phase.
·       Continuously assess the field sales organization’s employee base and talent.  Ensure key leaders are motivated, mentored and retained.§  Foster a culture of collaboration, mutual respect, accountability and high performance.
·       Model a customer-centric approach to all internal decision-making and be the voice of the customer in a variety of internal processes, including new test development, customer service, order fulfillment and quality.
·       Work effectively across organizational lines and visibly model well-developed influencing skills to achieve constructive outcomes with other functions.
·       Collaborate effectively with R&D and lab operations to ensure that the voice of the customer is represented in the development of all future tests and additional services.  

Travel: Up to 20% 

Physical Requirements:
Subject to extended periods of sitting and/or standing, vision to monitor and moderate noise levels. Work is generally performed in an office environment. 

The ideal candidate will be a highly regarded commercial executive with expertise building and leading a commercial organization across all functions.  Experience selling to clinical customers essential.  They will have a strong track record of accelerating sales growth, ideally with emerging companies. The CCO must be hands-on and able to shift from formulating strategy to implementing operational plans.  The CCO will be a highly motivated commercial leader with a proven track record of developing systems, processes and productivity tools to create a high level of accountability in a field organization. In addition, this leader will have developed successful short and long-term marketing strategies and will have played a role in the development and implementation of relevant market access/reimbursement and pricing decisions. As a senior leader with Karius, the CCO must be an inspirational leader, capable of contributing to overall company strategy and representing Karius externally as a spokesperson.

·       10+ years of commercial leadership experience, inclusive of sales and marketing roles.
·       Molecular diagnostics preferred; traditional IVD experience or experience in a relevant adjacent market will also be considered.
·       Track record of driving significant growth. Ideally, experience starting with a nascent/emerging business.  Above-market growth in a more mature market will also be considered.
·       Undergraduate degree in a relevant discipline. Graduate degree, either in a technical discipline or in business, preferred.

Strategic Thinking: In the context of an emerging company with a novel value proposition, this leader:
·       Explains specifically how changes in competitors, clients, and market segments affect the business.
·       Translates broad corporate strategies into clear, specific objectives and plans for units and individuals.
·       Creates plans that address specific segments or contrasts local market with other locations or segments.
·       Thinks 2-3 years ahead.

Commercial Execution: As the Chief Commercial Officer of a company with tremendous growth potential, the CCO:
·       Acts to beat revenue goals, seizing opportunities to push the envelope and take on new commercial options.
·       Takes specific steps to increase growth and profit, prioritizing new account acquisition and market development.
·       Able to create and nurture relationships with key strategic partners and market to diverse customer segments (payers, physicians, and patients/consumers).
Sets stretch targets on the commercial metrics as the key performance indicators for the team.
·       Solid experience disseminating commercial information to a variety of stakeholders including CEO, Board of Directors, and other members of the executive management team.

Building and Managing People: In the context of an emerging company with a new chief executive and nascent commercial team, this leader:
·       Superb leadership in attracting and recruiting top talent.
·       Engages with employees to develop a clear perception of long-term capabilities/potential, and to provide balanced feedback/guiding principles.
Gives practical support and guiding principles for growing capabilities, not just technical skills.
·       Systematically develops employees through stretch assignments with specific competency development goals.
·       Uses informal and structured approaches to career development to focus on individual improvement over time.
·       Supports promotion of own people when talent is needed elsewhere and provides individuals with development opportunities.

Teamwork and Collaboration: In the context of a company that values its culture of genuine collaboration and mutual respect, this executive:
·       Negotiates with a genuine give-and-take approach, where both act as true peers and decisions are shared.
·       Spends time identifying all stakeholders necessary and meets or connects with all of them, neglecting no one to shape a collective consensus.
·       Identifies opportunities to build relationships that will help others achieve their objectives and reaches out to those people or new people.

Redwood City, CA