Territory Account Manager, Northeast

2 weeks ago

Hartford, United States Magnolia Medical Technologies Full time

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.

**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

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