Territory Account Manager, NorthEast (CT)
Hartford, CT, United States
Magnolia Medical Technologies is growing our Commercial Sales team and hiring a Territory Account Manager, North East (CT). The Territory Account Managers are essential to the success of Magnolia Medical Technologies and by utilizing their expertise and experience, will ensure customer success, account retention as well as account growth and a high degree of customer satisfaction.
About Us
Magnolia Medical is a young company experiencing rapid growth as a commercial-stage medical device and healthcare solutions organization offering patented technology to address challenges that have long plagued our healthcare system. Our Steripath® Initial Specimen Diversion Device® for blood collection and contamination prevention has created a new standard of care for prevention of false positive blood cultures, the gold standard diagnostic test for sepsis. Steripath® delivers significant clinical and cost savings benefits which have been extensively proven with large bodies of clinical data and peer-reviewed published studies. Based on this exceptional performance profile, we have an FDA-cleared indication for reducing blood culture contamination and uniquely provide a money-back Clinical Performance Guarantee for Steripath® to our hospital customers.
With strong institutional investor backing, we offer highly committed and qualified candidates the opportunity to be a part of building a company dedicated to dramatically improving the accuracy of sepsis diagnostics to positively impact patient outcomes and hospital economics. We know our dynamic culture, innovative technology and achievement oriented team are solving some of the hardest problems that will create value for our customers and make us invaluable for this category in healthcare.
What you do:
The Territory Account Manager (TAM) brings medical device account management experience demonstrating technical, clinical, business and economic acumen. The skills, knowledge and experience will be applied to Magnolia Medical Technologies products and market positioning of the ISDD (Initial Specimen Diversion Device), data collection, our solutions and emerging technologies.
The TAM will consistently, clearly, and passionately articulate the clinical and economic value proposition of Magnolia Medical's product portfolio to current customers and new accounts through the TAMs guidance from the implementation stage through to account stability by performing responsibilities including:
Drive Revenue Growth
Meet or exceed monthly, quarterly and annual quotas that include metrics for revenue, account retention and growth, customer acquisition and base account success and expansion opportunities
Execute a top-down/bottom-up sales strategy aligned to Magnolia Medical's organizational goals and Commercial department expectations that engages with corporate IDNs, customers and other identified key stakeholders to secure pilots, evaluations and adoption in (flagship) hospitals and system-wide standardization contracts
Implement and continuously evaluate the TAM regional strategic business plan that expands Magnolia Medical's customer base, account acquisition, growth and success
Manage existing accounts and new account evaluations developing account and customer success criteria to ensure customer acquisition and retention bringing the account under management
Partner with Magnolia Medical's Business Director (BD) team to facilitate to the new account evaluation sales stage, implementation and compliance programs to achieve sustained success and ensure customer acquisition and retention
Develop, manage, resource and coordinate an individual customer evaluation plan to ensure each new account has defined success criteria, implementation services, a fully executed contract and is completed through Closed Won of the sales cycle
Build, manage and successfully maintain business and clinical champions, partnerships and relationships for customer retention, satisfaction and account success
Manage accounts within the territory and ensure existing customers have consistent product utilization, maintain high compliance rates, have dashboard metrics & data analytics, as well as their QBRs (Quarterly Business Reviews) delivered
Identify when desired account metrics are not being met and intervene timely to provide appropriate resources for account retention and customer success
Working with the EVP, VP/AVPs, BDs, and any MMT partnerships (such as BD) to target and support strategic relationships within territory including: Centers of Excellence, strategic accounts, IDNs, GPOs and other business development opportunities
Responsible for successful transition of customers, stakeholders and relationships to the Territory Account Management Team's appropriate Manager
Channel Management Work closely on a day-to-day basis with channel partner field sales representatives
Foster and develop new account opportunities with channel partner representatives
Cultivate, develop and provide support to make channel partner representatives successful
Proactively partner to transition and manage all required activities, especially qualified stakeholder meetings, to successfully and expeditiously drive opportunities from Qualified to Close Won together with the Magnolia Medical BD team
Effectively communicate and celebrate channel partners successes
Identify and implement opportunities for improvement of sales process, evaluation plans, tools and tactics
Training & Value Proposition Content Mastery Manage, develop and plan the evaluation, communicate and coordinate logistics and training schedule with any cross functional resources, internal and external team members and key customer stakeholders as appropriate
Engage in extensive and ongoing training on technical, clinical and economic value proposition of Steripath® and all Magnolia Medical's product offerings and solutions
Expertly conduct multi-departmental key stakeholder meetings appropriate to the sales cycle stage timely and efficiently for all those involved
Demonstrate strong retention and mastery of value proposition content consistently in all aspects of the role with customers, partners, team members (TAMs and BDs), AVPs, as well as members of the company's Leadership Team
Collaborate with Leadership Team as well as peers in identifying and recommending business initiatives that will help drive Magnolia Medical's long-term growth and success
Ensure adherence to sales operations and related processes within the territory including CRM management (salesforce.com), sales activity and account documentation, data collection and analysis, metric tracking and compliance, expense management, reporting and all relevant business administrative needs
Attend and participate in local and national conferences, networking events and the like to benefit positioning in the market space
What you bring: Degree in Business Administration/Marketing strongly preferred
2+ years successful field account management, sales or clinical focused sales experience within the healthcare industry, more specifically in medical device Additional experience with clinical training, data and stakeholders, specifically in Medical Departments (ex: ED/Emergency Department), Laboratory, Antimicrobial Stewardship, Infection Prevention, Clinical Value Analysis, Supply Chain, etc. is highly desirable
Advanced presentation, speaking and written communication skills with the ability to present clinical and financial data
Demonstrated experience Consistently at/above revenue/account quota or targets
Consistently meeting and exceeding account retention and satisfaction metrics
Successfully negotiating within the sales and pricing strategy for the renewal, growth or extension of contracts, products and services
Demonstrated work ethic with a high sense of urgency, accountability and demonstrated ability to deliver results
Alignment with the mission and values of Magnolia Medical Technologies
Ability to travel extensively to cover territory; up to 75% of time
More about Magnolia Medical Technologies
Magnolia Medical Technologies develops, manufactures and markets innovative blood and bodily fluid collection devices to facilitate significant improvements in the accuracy, consistency and predictability of critical laboratory tests.
Dr. Richard Patton, the company's co-founder and Medical Director, invented and patented the Initial Specimen Diversion Technique (ISDT™) and Initial Specimen Diversion Device (ISDD®) for blood culture collection and contamination prevention, and authored the seminal peer-reviewed publication on this technique published in the Journal of Clinical Microbiology in 2010.
The company's flagship product, Steripath® Initial Specimen Diversion Device® for blood culture collection and contamination prevention, has been clinically proven in 17 clinical studies including 5 peer-reviewed publications to virtually eliminate the preventable error of blood culture contamination and false positive results for the diagnosis of Sepsis - delivering a reduction in false positives of up to 92% with 12-month sustained contamination rates as low as 0.2% and an average annualized cost savings of ~$1M.
Magnolia is establishing the new standard for blood culture integrity and sepsis testing accuracy with a mission to change national blood culture collection guidelines and contamination benchmarks.
The company has amassed an intellectual property portfolio including more than 70 issued method, apparatus and design patents with more than 50 additional patent applications pending. The total potential market for Magnolia's technology exceeds $2.0 billion annually.
Magnolia Medical is committed to the continued development and successful marketing of innovative products that will transform the way healthcare is practiced around the world. The company supports this effort by offering competitive compensation, incentive packages, benefits and career growth opportunities to the most qualified candidates in the marketplace. Magnolia Medical Technologies, Inc. is an equal opportunity employer.
For more information, visit magnolia-medical.com
* Must be willing to submit to a criminal background check upon offer of employment.
** As a condition of employment with Magnolia Medical Technologies, you are required to provide proof that you are fully vaccinated against COVID-19 or qualify for a reasonable accommodation.