Strategic Accounts Director

Position Overview 

The Outset Medical Strategic Accounts Director is an advanced sales role responsible for creating the enterprise strategy, then inspiring the Area and local teams in the effective execution in the nation’s largest healthcare customers to disrupt the dialysis market while selling a disruptive MedTech solution in Tablo. Responsibilities include developing key growth sales strategies, tactics, and action plans in all major dialysis markets, Acute, Chronic and Home. Successful execution of these strategies is required to achieve your financial targets. The Strategic Accounts Director plays a critical role in partnering with the clinical and capital field teams whose focus is building and developing the installed base of Tablo Systems within key national accounts in the United States. Responsible for building a top-down and bottom-up sales strategy to be executed at the executive level of the health system that accelerates the adoption of Tablo across all areas of opportunity.

This will be accomplished through a variety of activities including collaborating with our capital and clinical sales team to provide tools, resources and targets for hospitals and markets, coordinating comprehensive product demonstrations, ROI models, launch plans and expansion strategies for the health system & negotiating long-term contracts that create predictable revenue streams within these health systems. 

Essential Job Functions and Responsibilities 

• Develop and execute strategic plan to achieve sales targets and expand our customer base in Acute, Chronic and Home market segments
• Develop a strong network of Key Opinion Leaders to promote the rapid adoption of Tablo
• Negotiate contracts and secure annual budget commitments.
• Meet or exceed quarterly/annual sales quotas.
• Provide Outset leadership and management team with a clear plan to expand our footprint within the IDNs quarterly and annually, creating predictable revenue growth.
• Manage key physician/nursing/executive relationships to drive scalable clinical, financial and strategic references for all points of care with Tablo to include ICU, IHD, Home and alternative sites of care.
• Create, implement and scale a National IDN process that captures a comprehensive assessment of the financial, clinical and the strategic value of Tablo • Schedule and lead QBRs with Key Accounts
• Responsible for developing best practices, KOLs, white papers and expansion templates for all sites of care
• Active involvement in weekly and quarterly sales planning, execution and project management processes

Required Qualifications 

• Exceptional leadership skills with deep business acumen
• Proven sales executive experience, meeting or exceeding targets
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Proven ability to articulate the distinct aspects of products and services
• Proven ability to position products against competitors
• Excellent listening, negotiation, and presentation skills
• Excellent verbal and written communications skills
• Follow a defined and complex sales process with an average sales cycle of 6-9 months
• Experience selling Software Analytics and EMR integration
• Bachelor’s degree
• Minimum of 5 years’ sales leadership experience in healthcare capital selling meeting and exceeding budget
• Must be willing to travel extensively (up to 75%)

Desired Qualifications  

• 10 years sales leadership experience in healthcare capital selling meeting and exceeding budget

Salary is $125,000 and the current variable commission at plan is $211,600 (subject to change).