Magnolia Medical Technologies

Account Manager

• 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 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

 Territory Account Manager, Chicago North/WI

• Drive Revenue Growth: Meet or exceed monthly, quarterly and annual quotas; secure pilots, evaluations and adoption in hospitals and contracts
• Implement and evaluate TAM regional business plan; expand Magnolia Medical’s customer base, account acquisition, growth and success
• Build and maintain relationships with clinical champions and stakeholders; ensure customer retention and satisfaction
• Manage territory accounts; ensure product utilization; maintain dashboard metrics & data analytics, as well as QBRs
• Collaborate with BD team to facilitate new account evaluation, implementation and compliance programs
• Develop, manage, resource and coordinate an individual customer evaluation plan to ensure each new account has defined success criteria and executed contracts
• Partner with Magnolia Medical’s BD team to transition to new account stages and ensure sustained success
• Conduct multi-department stakeholder meetings; training logistics; value proposition delivery
• Travel up to 75% of time; cover territory effectively
• Attend local and national conferences for market positioning