National Accounts Director

Position Overview

The Outset Medical National Accounts Director ensures the successful execution of comprehensive acute and home sales strategies for specific National IDNs. 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. Major responsibilities:

• Build 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.
• Manage the successful expansion of Tablo solutions within current National IDN customers, expand the Tablo footprint within the annual budget for dialysis and identify new opportunities for sites of care through our home and self-care clinic strategy.

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

• Provide a single point of contact for specific National IDNs
• Negotiate contracts and secure annual budget commitments.
• Meet or exceed quarterly/annual sales quotas.
• Provide National Health System specific training, education and product demonstration resources.
• 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.
• Develop and implement a Home Dialysis strategy with Market/VISN leadership that can be scaled across the National IDNs
• Create, implement and scale a National IDN - QTI 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
• Manage expenses within budget
• Extensive travel 

Required Qualifications

• Minimum 5 years medical device and progressive experience of which at least two years are in Managed Care National Account Management; equivalent combinations of advanced degree(s) with related work experience may be considered.
• BA/BS Degree Required; Master’s Degree/Advanced Degree Preferred
• Knowledge of the major National Healthcare Groups
• Excellent communication and interpersonal skills

Desired Qualifications

• Minimum 8 – 12 years medical device and progressive experience of which at least five years are in Managed Care National Account Management; equivalent combinations of advanced degree(s) with related work experience may be considered.