Account Manager - Sacramento

HistoSonics is a commercial-stage medtech company advancing the Edison® System, a novel non-invasive sonic beam therapy based on histotripsy.  Since receiving FDA De Novo grant for the non-invasive destruction of liver tumors in 2023, the company has progressed beyond initial market entry into commercial expansion, reimbursement momentum, and ongoing clinical and pipeline development.  In addition to its current liver tumor indication, HistoSonics is pursuing future indications across multiple applications including kidney, pancreas, prostate, neuro, women’s health, and other significant underserved human health areas, to realize the broader potential histotripsy across multiple disease states and medical specialties.

We offer an exciting work culture where cutting-edge science meets real-world application, and each team member’s contribution is important to our success in ensuring our physicians and their patients get what they need most.

Location: Remote / Field - Ideally candidates will live in the Sacramento metro area.

Travel: This position requires travel (flying & driving) within the assigned geographical sales territory up to 75% of the time, with frequent overnight hotel stays (2-3 nights/week).

Position Summary 

The Account Manager (AM) is responsible for driving the adoption, optimization, and clinical utilization of the platform within healthcare settings. This individual will work closely with internal teams, healthcare providers, and external partners to develop and implement strategic programs that enhance the platform’s impact on patient care. The role requires a blend of clinical knowledge, business acumen, and strong relationship management to drive program success and increase utilization across key markets.  This role responsible for achieving sales revenue goals within their defined territory, as well as working collaboratively with other commercial team members and cross functional departments to achieve corporate objectives.   This individual will serve as the point person for sales support and program management for all HistoSonics technologies.  The Account Manager will be responsible for developing and executing business plans, leading clinical and technical product demonstrations, post sales installation, support, and adoption. 

Key Responsibilities 

Program Development:

• Lead the development and execution of strategic programs to support the adoption of the HistoSonics Edison Platform in clinical environments.
• Identify and create pathways for new clinical applications of the platform, working in collaboration with R&D, product management, and clinical teams.
• Assist in the design of training programs and resources for healthcare professionals to ensure effective use of the platform.
• Coordinate pilot programs and gather feedback from healthcare institutions to refine the platform’s features and usability.
• Develop KOL’s and centers of excellence as reference sites and speakers. 

Program Launch:

• As Edison System Sales close, work with ASM to be introduced as the HistoSonics “post-sale” point of contact.  
• Lead new histotripsy program launches, consistent with Map2Mastery, in collaboration with education, operations, marketing and reimbursement. 
• Attend and support on and off-site physician and staff training sessions.   

Utilization Growth: 

• Drive initiatives to increase the utilization of the HistoSonics Edison Platform in existing customer sites by analyzing usage patterns and addressing barriers to adoption.
• Develop metrics and KPIs to track platform utilization, working closely with clinical and technical teams to identify areas for improvement.
• Create outreach programs and tools that educate and engage healthcare professionals on the benefits and capabilities of the platform. 

Stakeholder Engagement:

• Build and maintain strong relationships with key opinion leaders, clinicians, hospital administrators, and other stakeholders to foster platform advocacy and collaboration.
• Serve as the primary point of contact for institutions looking to expand their usage of the HistoSonics Edison Platform.
• Partner with sales, marketing, and business development teams to align utilization efforts with broader company goals. 

Cross-Functional Collaboration:

• Collaborate with marketing to develop educational content, case studies, and promotional materials that highlight the platform’s value.
• Work with the clinical team to ensure compliance with regulatory standards and best practices in clinical care.
• Liaise with product development teams to provide user feedback and influence the future roadmap of the HistoSonics Edison Platform.

Market and Competitive Analysis:

• Conduct ongoing analysis of market trends, customer needs, and competitor platforms to identify opportunities for program development and growth.
• Utilize insights to propose innovative strategies to stay ahead in the market and enhance the competitive positioning of the HistoSonics Edison Platform. 

Position Expectations

• Must develop and maintain expert level clinical, technical, and business competency.
• Demonstrate a firm grasp of industry & target market trends and develop strategies to stay ahead of the competitive alternatives.
• Develop and execute quarterly business plans which achieve revenue targets within the assigned geographical territory.
• Maintain a detailed, frequently updated, and strategic business plan for the territory.
• Present realistic sales forecasts to sales management on a consistent basis.
• Lead product clinical & technical demonstrations to ensure eventual sales and adoption of HistoSonics technologies.
• Develop relationships with clinical, economic, and strategic stakeholders’ champions to understand customer needs
• Implement post sales installation, implementation, and adoption protocol in collaboration with the sales team and service team to achieve the desired business objective of the deal.
• Support new customers in clinical adoption of HistoSonics technologies.
• Work with the customer to ensure customer can achieve clinical proficiency and overall customer satisfaction resulting in optimal outcomes & adoption. 
• Participate in business development and educational activities such as at trade shows and industry meetings.
• Will comply with all regulatory and AdvaMed guidelines for all pre and post commercialization activities.

Qualifications:

• Bachelor’s degree in healthcare, business, biomedical engineering, or a related field. Advanced degree preferred.
• 5+ years of experience in medical device, healthcare technology, or clinical program development.
• Proven track record in driving utilization of healthcare products, ideally within imaging, robotics, or therapeutic devices.
• Strong understanding of clinical workflows and the needs of healthcare professionals.
• Excellent project management, organizational, and communication skills.
• Ability to travel for site visits, stakeholder meetings, and conferences as needed.
• Demonstrated success building and maintaining strong sales.
• Must be able to meet all hospital credentialing requirements, including but not limited to, background check, drug screen and certain immunizations.

Knowledge, Skills and Abilities: 

• Consultative sales experience working in complex multi-stakeholder processes. 
• Results/action oriented and drive to achieve/compete.
• Demonstrated ability to think and act strategically, considering both short- and long-term impact.
• Curious, driven to achieve, and willing to challenge and ask thoughtful questions.
• Excellent verbal and written communication skills.
• Demonstrated ability to positively manage working relationships.
• Ability to work independently, with minimal supervision, as well as with others.
• Strong customer service skills. 
• Exceptional personal initiative and desire to drive continuous improvement.
• Clinical and technical knowledge.
• Stakeholder relationship management.
• Program development and execution.
• Market analysis and competitive strategy.

Work Environment

This position operates in a field-based sales territory environment. This role requires a personal vehicle for field travel with a valid Driver’s License, a monthly car allowance will be provided for the use of the personal vehicle for work role.  

Travel: This position requires travel within the assigned geographical sales territory up to 75% of the time with frequent overnight hotel stays.

Salary Range: $125,000 Base Pay, plus Variable at Plan (no cap). 

Benefits: We offer a comprehensive benefits package for full-time employees. This includes health, dental, and vision insurance, life, short-term and long-term disability insurance, 401(k), paid time off, and more.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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