Territory Manager (Southern CA) at Outset Medical

Los Angeles, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Medical Devices, HealthcareIndustries

Requirements

Bachelor’s degree or equivalent experience
Minimum of 2 years sales experience (preference for healthcare or capital sales)
Proven successful track record in medical equipment sales
Excellent communication and interpersonal skills
Ability to travel up to 75%
Experience selling in disruptive environments and influencing behavior change
Success in introducing new technologies to the market (plus)

Responsibilities

Implement targeted business plans supporting the Area Sales Manager and console growth
Build clinical and administrative support through technical presentations, executive meetings, marketing events, and Tablo demos
Generate key stakeholder interest with Director of Dialysis, Biomed, Purchasing Director, Supply Chain Director, Pharmacy, Director of ICU, Nurse Educators, and Intensivists
Drive sales activities through multiple stakeholders in non-Tablo, contracted RIDN accounts
Build interest in Tablo via office visits, LTAC discovery calls, educational dinners, educational symposiums, and fellowship journal clubs
Responsible for sales activities in new product launches, implementation, and go-lives
Represent ASM in various sales meetings
Build support from physicians, clinical staff, and administration for Tablo
Effectively manage transition of initial sale and installation driving procedural volume and growth
Achieve quarterly sales targets
Develop expert level knowledge of Dialysis
Make economic case for Tablo purchase
Handle communications and administrative follow-up
Ensure adherence to Company Quality policy

Skills

Key technologies and capabilities for this role

Capital SalesProspectingRelationship BuildingTerritory ManagementBusiness PlanningMedical Device SalesNephrologist Engagement

Questions & Answers

Common questions about this position

What are the main responsibilities of the Territory Manager role?

The Territory Manager supports the Area Sales Manager in delivering capital commitments by selling Tablo systems, implementing targeted business plans, prospecting accounts, building relationships with nephrologists and stakeholders, and achieving quarterly sales targets.

What skills are essential for success as a Territory Manager?

Strong selling capabilities in capital sales, ability to build teams of advocates, tenacity to meet sales objectives, prospecting skills, relationship building, and expert knowledge of dialysis are required.

Is this Territory Manager position remote or based in a specific location?

This information is not specified in the job description.

What is the compensation for the Territory Manager role?

This information is not specified in the job description.

What makes a strong candidate for the Territory Manager position?

A strong candidate is a highly motivated sales professional with proven tenacity, strong capital sales experience, relationship-building skills, and the drive to achieve quarterly sales targets consistently.

Outset Medical

Dialysis treatment solutions and training programs

About Outset Medical

Outset Medical focuses on improving dialysis treatment in the healthcare sector. Their main product, Tablo, is a system that simplifies the dialysis process by integrating with electronic medical record (EMR) platforms, allowing for better management of patient data with real-time updates and alerts. This helps streamline workflows from charting to billing. In addition to Tablo, Outset Medical provides educational programs and hands-on training for dialysis professionals, including a Vascular Access Program that enhances staff skills in cannulation and vascular access management. They also offer a Bridge Program to assist facilities transitioning to in-house dialysis services by providing experienced dialysis nurses for training and support. Outset Medical aims to enhance the quality of care for dialysis patients across various settings, including hospitals, outpatient clinics, and home care.

San Jose, CaliforniaHeadquarters

2010Year Founded

$542.8MTotal Funding

IPOCompany Stage

Biotechnology, HealthcareIndustries

501-1,000Employees

Benefits

Medical, dental, & vision

Life Insurance/AD&D

FSA & HSA

401k

Parental leave

Pet insurance

Tuition reimbursement

PTO

Company events

Risks

Multiple class action lawsuits could lead to financial and reputational damage for Outset.

The shipment pause of TabloCart with Prefiltration may have disrupted supply chains.

Reliance on partnerships, like with U.S. Renal Care, poses risks if expectations aren't met.

Differentiation

Outset Medical's Tablo system integrates with EMR platforms for streamlined dialysis workflows.

The company offers a Vascular Access Program to enhance staff expertise in cannulation.

Outset Medical provides a Bridge Program for facilities transitioning to in-house dialysis services.

Upsides

Increased adoption of home dialysis solutions aligns with Outset's partnership with U.S. Renal Care.

The demand for portable dialysis machines supports the market potential for Outset's Tablo system.

Outset's FIPS 140-3 validation enhances cybersecurity, aligning with new medical device standards.

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