Business Director, Texas/Louisiana (Houston)
Houston, TX, United States
Magnolia Medical Technologies is growing our Commercial Sales team and hiring a Business Director in our Houston, Texas (and Louisiana) Territory. The Business Directors are essential to the success of Magnolia Medical Technologies and by utilizing their expertise and experience, will drive new customer acquisition, create new customer opportunities, develop and grow revenue and subsequently increase our customers and positively impact patient outcomes.
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 Business Director (BD) brings medical device sales and new account acquisition experience demonstrating technical, clinical, business and economic acumen. This 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 BD will consistently, clearly, and passionately articulate the clinical and economic value proposition of Magnolia Medical’s product portfolio to prospective and current customers by performing responsibilities including:
Driving Revenue Growth
Meet or exceed monthly, quarterly and annual quotas for revenue generation, new account closes, pipeline growth and account metrics as determined.
Execute a top-down/bottom-up sales strategy aligned to Magnolia Medical’s organizational goals and commercial department expectations. Engage with corporate executives, leaders, customers and other identified key stakeholders to secure pilots, implementations and adoption in flagship hospitals and system-wide standardization contracts.
Implement and continuously evaluate and update the BD territory strategic business plan that expands Magnolia Medical’s new accounts acquisition, customer base territory growth and success.
Create new customer leads and effectively convert leads generated by marketing to qualified opportunities to meet or exceed monthly pipeline growth targets.
Manage the progression of the territory pipeline from lead-to-close. Deliver on committed customer close dates and topline revenue forecasts.
Partner with Magnolia Medical’s Territory Account Management (TAM) team to oversee a successful transition of new account evaluations, implementations and compliance programs. Achieve sustained business opportunity and ensure customer acquisition and retention.
Maintain engagement with the TAM to partner on development of each account’s defined success criteria for Qualified through Closed Won and execution of the new customer contract
Identify, manage and foster business and clinical champions throughout the sales process and as necessary for customer success and retention. Ensure a smooth and successful transition to the territory account management team.
Monitor and maintain relationships through partnership with TAMs to support new/ existing customers and ensure consistent product utilization and revenue. Expand existing customer utilization, maintain high compliance rates and conduct a Quarterly Business Review in the first 90 days to ensure account success.
Work with TAMs, Commercial Department Leaders, and TAMs appropriately to target and support strategic relationships within territory which may include: 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.
Identify and strategically target new account opportunities with channel partner representatives.
Cultivate, develop and provide all support needs to make channel partner representatives successful.
Proactively manage all required activities, especially qualified stakeholder meetings, to successfully and expeditiously drive opportunities from Qualified to Close
Effectively communicate and celebrate channel partners successes.
Identify and implement opportunities for improvement of sales process, tools and tactics.
Content Mastery
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 those involved to understand their investment / ROI
Demonstrate strong retention and mastery of value proposition content consistently in all aspects of the role with customers, partners, team members (TAMs and BDs), Commercial Leadership, 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 pipeline tracking, forecasting, expense management, reporting and all relevant business administrative needs
Attend and participate in local and national conferences, networking events, National Company meetings, Field Rides and the like to benefit positioning in the market space.
What you bring:
Degree in Business Administration/Marketing strongly preferred
5+ year successful field sales and account management experience within the healthcare industry, more specifically in medical device
Additional experience needed calling on targeted stakeholders, Medical Departments (ex: ED/Emergency Department), Laboratory, Antimicrobial Stewardship, Infection Prevention, Clinical Value Analysis, Supply Chain, etc.
Advanced presentation, speaking and written communication skills with the ability to present clinical and financial data
Demonstrated experience
Consistently at/above revenue/new account quota
Consistently meeting and exceeding sales targets, goals and quota
Successfully negotiating within the sales and pricing strategy for 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.
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