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

The Outset Medical Key Account Manager-Home Providers (KAM) is responsible for executing comprehensive Tablo programs and home sales strategy within an assigned region. They will focus on building and developing the installed base of Tablo Systems primarily within Independent Provider accounts in the United States. The KAM will work at the executive level of provider organizations to accelerate the adoption and market share growth of Tablo in the home and chronic care dialysis market. This role involves negotiating contracts, creating launch plans, and expanding the provider system to create predictable revenue streams.

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%+

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

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

• 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