Director of Strategic Accounts

Job not on LinkedIn

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $150k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 0%

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Outset Medical, Inc.

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2010

🏥 Healthcare

💼 Consulting

📦 Logistics

💰 $300M Post-IPO Debt on 2022-11

Healthcare • Consulting • Logistics

Outset Medical, Inc. is a medical technology company that specializes in providing innovative dialysis solutions. Their flagship product, Tablo, is designed to simplify and enhance the dialysis process, reducing costs and complexity. Tablo offers an all-in-one device for health systems to treat dialysis patients across various settings, including hospitals and home environments. The device supports multiple dialysis modalities and features cloud-based monitoring, enabling efficient data management and improved patient outcomes. Outset Medical aims to make dialysis more accessible and efficient for patients with acute and chronic renal failure, catering to needs in both clinical and home settings.

📋 Description

• Develop and own growth plans for assigned regional health systems and priority IDNs, including facility targets, sequencing, milestones, and stakeholder priorities • Assess installed-base performance, treatment pull-through, whitespace, competitive dynamics, customer needs, and barriers to adoption • Align ASMs and field leadership on account priorities, coverage, facility ownership, and next-best actions • Maintain account progress, opportunity pipeline, forecast, risks, and required support • Interpret national and system-level agreements and identify facilities and applications with expansion potential • Build relationships with clinical, operational, financial, supply chain, and executive stakeholders • Expand Tablo into additional hospitals, service lines, and acute-care applications • Lead account and business reviews • Map customer decision systems and build stakeholder coalitions • Coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning • Partner with Clinical Sales, Marketing, Finance, Legal, and Operations • Develop and present business cases, ROI models, and recommendations for Tablo • Lead or support negotiations for assigned accounts • Help customers build consensus, prepare for implementation, and sustain adoption and expansion • Meet or exceed quarterly and annual sales objectives • Provide account plans, forecasts, risks, resource needs, and progress updates • Comply with company quality and commercial policies

🎯 Requirements

• Bachelor's degree or equivalent experience • Ten or more years of successful MedTech or complex healthcare sales experience, including at least five years in capital sales • Demonstrated success growing regional health-system or integrated delivery network accounts across multiple sites • Strong consultative-selling, stakeholder-engagement, contracting, negotiation, and executive-presentation capability • Experience coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority • Ability to travel up to 75% • Preferred: experience leading strategic-account growth within regional IDNs, hospitals, or complex health systems • Preferred: experience introducing disruptive technology and helping customers adopt new ways of working • Preferred: experience with software, analytics, EMR integration, or healthcare IT solutions • Preferred: experience in dialysis, kidney care, or another complex capital-equipment market

🏖️ Benefits

• Opportunities to build skill and expertise in a fulfilling career • Challenge and ability to collaborate with great people • Professional growth and development opportunities • Equal opportunity employer committed to diversity and inclusion