National Accounts Director

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.  

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview

The Outset Medical National 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 National 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

Job Description

• Experience selling Software Analytics and EMR integration
• Ability to travel up to 75%
• Bachelor’s degree
• Minimum of 5 years sales leadership experience in healthcare capital selling meeting and exceeding budget

Desired Qualifications

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

Company Culture

At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers. 

And this doesn’t happen by accident. It starts with our live onboarding program, Bold Beginnings, which serves as an incubator for cross-functional team-building, an immersion in Outset’s history, jam-packed interactive sessions with executive leadership and a crash-course in the mission and purpose of what we do. It continues with our one-of-a-kind management program designed to build the best managers in the industry. In SPARK!, people managers across functions come together to master three pivotal conversations: 1) the priority conversation, 2) the performance conversation, and 3) the growth conversation. They do this in an environment that challenges, supports, and broadens mindsets. 

We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career. 

An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams. 

Privacy is important to us. Please review our Applicant Privacy Notice. 

Important Notice

We have been made aware of fraudulent activities where individuals are impersonating our company and offering fake job opportunities. Please note, Outset Medical will never request payment or gift cards during the hiring process, nor will we ask you to purchase your own equipment. Anyone reaching out to you with an email address ending in @outsetmedical.cc, is not a legitimate Outset representative. For legitimate opportunities, always apply directly through our official careers page. If you are unsure about the authenticity of a communication, contact us immediately at peopleops@outsetmedical.com.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT 

Outset Medical is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws. This policy applies to all employment practices within our organization.