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Outset Medical // improving patient care experience
Sales, Full Time    Hawaii    Posted: Thursday, September 09, 2021
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Company Overview

Outset is a medical technology company pioneering a first-of-its-kind technology to reduce the cost & complexity of dialysis. The Tablo Hemodialysis System, FDA cleared for use from the hospital to the home, represents a significant technological advancement that transforms the dialysis experience for patients & operationally simplifies it for providers. Tablo serves as a single enterprise solution that can be utilized across the continuum of care, allowing dialysis to be delivered anytime, anywhere & by anyone.  The integration of water purification & on-demand dialysate production enables Tablo to serve as a dialysis clinic on wheels, with 2-way wireless data transmission & a proprietary data analytics platform powering a new holistic approach to dialysis care. 

Position Overview 

A TCSR/FSE in Honolulu, HI, reporting directly to the West Clinical Sales Manager with a dotted line to the Director Field Services, will provide tactical support of sales & marketing.  This includes providing product expertise to current customers & development of new accounts/users. In addition, the TCSR/FSE will be actively involved in the continuous improvement of training programs & provide support for customer training & sales initiatives. They will coordinate product training for customers & sales agents, key presentations, & demonstrations. They must build a positive & productive customer relationship & help develop, refine, & focus the marketing efforts of the company. They will effectively utilize company resources to maximize sales & marketing efforts of the company.

The TCSR/FSE will also be responsible for the installation, preventative maintenance, troubleshooting, & repairs of the Tablo Dialysis System.  The TCSR/FSE will provide exceptional customer support & should be able to apply basic engineering theory to accurately diagnose issues, understand root causes & apply appropriate solutions.  They will also provide feedback to R&D regarding system performance, serviceability improvements as well as customer feedback. 

Essential Job Functions

  • Expand Tablo console sales in existing accounts to attain console sales quota.
  • Drive treatment utilization in current accounts by selling & influencing physicians resulting in growth of treatment revenue.
  • Influence operational staff through effectively driving change management resulting in building successful Tablo Programs.
  • Effectively working cross-functionally with Outset Team members to deliver an exceptional customer experience.
  • Effectively sell the economic & clinical value proposition of Tablo in order to support & grow the development of Tablo programs in the assigned territory.
  • Develop a strong clinical acumen necessary to articulate & sell the value of Tablo.
  • Develop strategies & execute sales activities in your market to drive expansion of Tablo in the acute & home market.
  • Successfully implement & train clinical staff driving competency, confidence, & commitment to full adoption of the Tablo program.
  • Responsible for managing administrative tasks; reporting of dialysis treatments, training information & treatment growth outcomes in assigned region.
  • Drive & execute customer business reviews in your territory.
  • Provide on demand first & second level technical support to customers including after-hours phone support, holiday & weekend on-site support as required.
  • Install, troubleshoot & repair Tablo Dialysis Systems at customer facilities or patients homes. Must have strong knowledge of electronic, mechanical, & fluids components. 
  • Perform scheduled preventative maintenance that includes calibrations, hardware or software upgrades & verification of system specifications.
  • Complete all field service & sales expense reports according to functional standards.
  • Accurately document all service activities, maintain spares inventory, & provide parts usage & failures within the ERP system.
  • Ability to travel up to 30% of the time.
  • Demonstrate excellent communication skills with the ability to interact with customers, patients, & internal personnel.
  • Demonstrate working knowledge of software applications (Outlook, Word, Excel & PowerPoint) ERP databases, & technology innovation.


Core Competencies, Skills & Experience Requirements

  • Bachelors degree required (Electrical, Electronics, Mechanical or Fluidics) strongly preferred or military equivalent.
  • 2+ years of medical or pharmaceutical sales experience required
  • 2+ years Field Service experience in the Medical Equipment Industry preferred but not required
  • Must have valid drivers license & good driving record
  • Proven record of clinical & sales achievement & leadership
  • Ambition & strong work ethic
  • Ability to adjust & excel in high-energy, fast-paced environments
  • Ability to charge travel expenses on a personal credit card to be reimbursed by company

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Individuals will be required to sit for most of the day & will be required to stand as needed. May require walking, primarily on a level surface for periods of time throughout the day. The employee is occasionally required to stand, walk, climb, or balance, stoop, kneel, crouch or crawl & talk or hear. Proper lifting techniques will be required to lift up to 75lbs. Individuals will be required to travel via airplane, train, taxi, car and/or other means of transportation as needed.

Note:  Candidates must be legally authorized to work in the United States.


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