Area Sales Manager (Detroit / Indianapolis)

Position Overview

The Area Sales Manager is responsible for growing an assigned territory by expanding business with existing customers and winning new strategic accounts. This role is ideal for someone who enjoys solving complex customer challenges, building trusted relationships, and creating long-term growth.

Success begins with helping current customers realize the full value of Tablo. You'll identify opportunities to expand into additional hospitals, care settings, and service lines while also developing new business across your territory. Along the way, you'll partner with clinical, operational, financial, IT, and executive leaders to build business cases, navigate complex buying decisions, and help healthcare organizations adopt innovative technology that improves patient care.

Essential Job Functions and Responsibilities

Know Your Market

Strong territory management starts with understanding where the best opportunities exist and where your time will have the greatest impact.

• Develop and execute a territory growth strategy.
• Prioritize accounts using market potential, customer needs, and whitespace opportunities.
• Monitor competitive activity, utilization trends, and market dynamics.
• Maintain an accurate forecast and healthy opportunity pipeline.

Grow Your Customers

Our greatest opportunity is helping existing customers expand the value they receive from Tablo.

• Identify opportunities to expand into additional hospitals, care settings, service lines, and clinical applications.
• Build long-term relationships with clinical, operational, and executive stakeholders.
• Help customers solve business challenges while improving patient care and operational performance.

Win New Business

Building new customer relationships requires curiosity, preparation, and thoughtful consultative selling.

• Identify and engage priority health systems within your territory.
• Lead discovery conversations to understand customer priorities and decision-making processes.
• Develop business cases that clearly demonstrate clinical, operational, and financial value.
• Deliver presentations tailored to clinical, financial, operational, IT, and executive audiences.

Lead Through Complexity

Healthcare purchasing decisions involve many stakeholders and rarely follow a straight line.

• Guide opportunities from initial discovery through contracting and implementation.
• Build support across multiple decision-makers and functional groups.
• Partner with internal teams while maintaining ownership of customer strategy and execution.
• Support negotiations involving software, cybersecurity, IT, and compliance requirements.

Deliver Results

Great sales performance is measured by both outcomes and execution.

• Meet or exceed quarterly and annual sales objectives.
• Maintain accurate CRM records, forecasts, and customer commitments.
• Represent Outset with professionalism, integrity, and strong follow-through.
• Comply with all company quality and commercial policies.

Required Qualifications

• Bachelor's degree or equivalent experience.
• Five or more years of successful healthcare capital sales experience.
• Experience growing existing accounts while developing new business.
• Success managing complex, multi-stakeholder sales cycles.
• Strong communication, negotiation, consultative selling, and relationship-building skills.
• Ability to travel up to 75%.

Desired Qualifications

• Ten or more years of MedTech or complex healthcare sales experience.
• Experience selling into hospitals, health systems, or integrated delivery networks.
• Experience introducing new technology and helping customers adopt new ways of working.
• Experience with software, analytics, EMR integration, or healthcare IT solutions.
• Experience in dialysis, kidney care, or another capital equipment market.
• Leadership, mentoring, or peer coaching experience.