Key Account Manager (KAM) - Home Providers (Western US)

Position Overview

The Outset Medical Key Account Manager-Home Providers (KAM) will ensure the successful execution of comprehensive Tablo programs and home sales strategy within assigned region. Responsible for building and developing the installed base of Tablo Systems primarily within Independent Provider accounts in the United States. The major responsibilities are to build a top-down strategy to be executed at the executive level of the provider organizations that accelerates the adoption and market share growth of Tablo across the home and chronic care dialysis market. This will be accomplished through a variety of activities that includes providing tools, resources and targets for clinics and markets, coordinating comprehensive product demonstrations, ROI models, launch plans and expansion strategies for the provider system & negotiating long-term contracts that create predictable revenue streams within the assigned territory.

Essential Job Functions and Responsibilities

• Provide a lead point of contact for Independent Provider Accounts
• C-Suite executive presentations and proposal creation
• Negotiate contracts and secure annual budget commitments
• Collaboratively manage pipeline and forecasts closely with territory ASM’s & MD’s
• Co-manage Implementation of Tablo programs with Customer Success Team
• Drive effective QBR engagements with existing clients
• Responsible for developing Home Providers best practices, KOLs, white papers, and expansion templates
• Provide Outset leadership and management team with a clear plan to expand our footprint within the Independent Providers quarterly and annually, creating predictable revenue growth and accountable revenue plans by executing the sales process
• Manage key physician/nursing/executive relationships to drive scalable clinical, financial, and strategic references for all points of care with Tablo for Home and chronic sites of care.
• Create, implement, and scale an Independent Provider process that captures a comprehensive assessment of the financial, clinical, and strategic value Tablo provides in a concise manner
• Develop and implement a Home Dialysis strategy that can be scaled across assigned region
• Active involvement in weekly and quarterly sales planning, execution, and project management processes
• Actively lead trade show and market opportunities to further showcase Tablo exclusives and expand network
• Manage expenses within budget
• Maintain pipeline and account status information utilizing SF.com
• Extensive territory travel, 50%+

Required Qualifications

• BA/BS Degree Required
• Ability to travel 50%+
• Proven record of achievement, leadership, and problem-solving ability
• Self-driven, results-oriented work ethic with a positive outlook
• Excellent communication and interpersonal skills
• Executive-level communication and presentation skills
• CRM software knowledge and experience

 Desired Qualifications

• Minimum 5 – 10 years medical device and progressive experience of which at least five years are in medical device technology account management; equivalent combinations of advanced degree(s) with related work experience may be considered
• Experience in Independent Physician clinics selling preferred
• Demonstrated success in exceeding quotas

The Annual Salary for this position is: $115,000.00 + commissions.

We feel passionately about pay equality.  Discretionary adjustments to the position’s starting compensation may be made in consideration of other relevant factors pertaining to eligible applicants, including, but not limited to, their specific skills, level, geographical location, and comparison to other employees already in the same or similar roles.

*This range represents our good-faith and reasonable estimate regarding what we reasonably expect to pay for this position at the time of posting. 

Outset also offers the following benefits:

• Medical 
• Dental
• Vision
• EAP/Mental Health
• Life Insurance/AD&D
• Short/Long Term Disability
• FSA (Dependent & Healthcare)
• HSA w/ Employer contribution
• Commuter Benefits
• 401K w/ company match
• ESPP
• Fertility benefits
• Wellness initiatives
• Legal Assistance
• Pet insurance
• Financial Advisement & Wellbeing
• Tuition Reimbursement
• Student Loan Payback
• Employee discounts
• Professional Development/Learning
• Collaboration Days (lunch onsite)
• Happy Hours/Karaoke
• PTO/Sick time
• Holidays + Volunteer Day