Clinical Territory Manager, Autoimmunity & Infectious Diseases

The Clinical Territory Manager Autoimmunity & Infectious Diseases, is a territory‑based commercial professional who drives market performance by mastering Sebia’s diagnostic solutions, understanding the clinical and operational workflows they impact, and executing a disciplined sales process. Focused on hospital clinical labs and reference labs, this individual blends expertise with hustle — shaping account strategies, engaging decision‑makers in and beyond the lab, and consistently positioning Sebia Autoimmunity & Infectious Diseases as the preferred clinical and operational partner to advance both immediate revenue and long‑term market development.

Success in this role requires strong business acumen, deep understanding of autoimmune and infectious disease diagnostics, disciplined account planning, and the ability to influence decision‑makers across clinical, operational, and executive levels.

Sales Execution & Market Expansion

- Deliver or exceed annual territory sales objectives across reagents, instruments, and new product introductions by establishing new business in hospitals and reference labs while increasing revenues in existing hospitals and reference labs.

- Develop and execute data‑driven strategic account plans that align customer needs with Sebia autoimmunity & infectious diseases solutions and long‑term market strategy.

-Present product features and benefits that provide solutions for key stakeholders and clinical call points, using consultative sales techniques (qualifying leads, assessing needs, presenting solutions, supporting evaluations & implementations, and closing).

- Create growth roadmaps for top accounts, including penetration strategies, competitive displacement plans, and contract expansion opportunities.

- Lead complex sales cycles, leveraging value‑based selling, consensus building, and multi‑stakeholder engagement.

-Develop a “trusted advisor” relationship and establish oneself as fully accountable for demonstrating Return on Investment (ROI) with their accounts.

-Help establish the foundation and culture of a world-class commercial organization.

-Successfully navigate the capital acquisition process within their accounts to secure agreements and contracts.

Market Development & Customer Expansion

- Identify, evaluate, and prioritize new market opportunities to drive Autoimmunity & Infectious Diseases portfolio adoption in emerging segments and underpenetrated territories.

- Position new and existing products through clear clinical and economic value propositions tailored to hospital clinical labs and reference labs.

- Cultivate thought‑leader, product‑champion, and reference‑site partnerships to support product evaluations, post‑market insights, and customer advocacy.

-Collaborate with Internal Partners (Customer Care, Field Service, Field Applications) for onboarding new accounts, implementing new diagnostic solutions in hospitals and reference labs, and be a point of contact for after sale field service so that the customer’s expectations are exceeded in our drive to Best in Class in our industry.

Account Management & Operational Excellence

- Own the long‑term health of assigned accounts, ensuring high utilization, contract adherence, and optimized instrument performance.

- Use Sebia’s CRM to maintain accurate customer engagement history, pipeline visibility, forecast revenue, and document key insights for territory management and visibility for internal stakeholders.

- Monitor and analyze competitive dynamics, market trends, and customer feedback to inform regional and national strategy.

-Participate in broader sales meetings, training programs, conventions, and industry trade shows as required.

Cross‑Functional & Customer Experience Leadership

- Partner with the Sebia Autoimmunity & Infectious Diseases Technical Service team to ensure rapid resolution of customer complaints and maintain high customer satisfaction.

- Provide structured feedback to Product Management and R&D to influence product enhancements and future portfolio development.

- Participate in strategic projects, launches, and cross‑functional initiatives that support the growth of the Autoimmunity & Infectious Diseases business.

Compliance & Operational Requirements

- Maintain vendor credentialing certifications and required training, immunizations, and competency assessments.

- Adhere to all corporate quality, compliance, and documentation standards.

Required Personal Qualifications, Education, and Experience

-Entrepreneurial spirit and comfortable multi-tasking in a fast‑paced, ambiguous, and growth‑oriented environment.

-Demonstrates grit — maintains persistence, resilience, and a bias for action when navigating obstacles, competitive pressures, or shifting customer priorities.

-Team player willing to collaborate with all customer‑facing teams to share information, relationships, and best practices.

-Strong presentation skills, both in person and in virtual settings.

-Unquestionable code of ethics, integrity, confidentiality, and ability to build trusting and professional relationships.

-Passionate about Sebia’s mission and reputation and actively contributes to the company’s culture as the organization grows.

-Shows strong intellectual curiosity and a commitment to self‑guided learning — actively seeking answers, deepening technical knowledge, and improving performance over time.

-Ability to set priorities, allocate resources, take accountability, and achieve results.

Education & Experience

-Bachelor’s degree; advanced degree or MBA a plus.

- Minimum 3 years of medical device or diagnostics sales experience, ideally within autoimmune or infectious disease testing.

- Demonstrated success managing complex sales cycles and influencing clinical and executive decision makers.

-Robust network of existing relationships with hospital and references labs.

-Demonstrated track record to top sales achievement, meeting and exceeding sales objectives.

-Strong vision and planning capabilities to grow the territory.

- Proficiency in CRM, Microsoft Office Suite, Concur, and others.