Sales AVP, Northeast Region

Sales Area Vice President, Northeast

Magnolia Medical Technologies, Inc. is an early commercialization medical device company developing products and solutions that address critical challenges for healthcare systems globally. Our product development team is dynamic, motivated, and passionate about designing innovative products that make a difference for healthcare professionals and their patients. 

The  Sales Area Vice President, Northeast (AVP, Sales) will lead and execute the national sales strategy, driving revenue growth and expanding market penetration for Magnolia’s innovative product portfolio within their designated Northeast Area. This role requires a highly motivated leader with a proven track record in sales leadership within the medical device or healthcare industry, focused on achieving aggressive sales targets while developing and mentoring a high-performing sales team.

Primary Responsibilities:

• Developing and executing sales strategy for new and existing accounts. Provide feedback to teams internally for the customer value proposition, competitive landscape, etc.
  
  
  
  • Promote a clear strategy and execution for closing deals within the Sales Rep’s territory.
  
  
  • Clear strategy and execution for retention and expansion within accounts managed by your sales team.
  
  
  
  


• Lead the team and participate in identifying and acquiring new business through thorough understanding Magnolia Medical’s solution as well as our competitive advantage and evaluating it against market trends and industry needs.


• Provide direction and leadership to team members to cultivate customer success, base business retention and utilization strength and expansion throughout the area’s customer base.


• Oversee sales forecasting and funnel management, set performance goals to align and manage sales pipeline all to meet revenue goals.


• Ensure that all team members cultivate, enhance and maintain relationships with key decision makers, partners and strategic targets in prospective and existing accounts.


• Direct, support, outline, prepare and deliver proposals addressing customers’ technical, financial, and operational needs and concerns while achieving positive returns for the customer and the company.


• Take a leadership role in the new contract development and contract re-sign process with accounts, customers and/or hospitals including the execution of final contracts from beginning to end (negotiation, execution, management).


• Ensure that all customers are provided with a clear understanding of what patient, clinical and financial benefits are associated with Magnolia Medical’s solution.


• Establish and maintain the MMT solution meets needs and stated goals of the customer, as well as Magnolia Medical Technologies through clear communication and follow through providing their data, information and analysis to show ROI, patient outcomes and success rates..


• Provides information to Sales Leader (VP Sales) and senior leadership regarding team metrics, competitive activity and emerging trends in the industry.


• Works collaboratively with sales leaders, sales teams, account management and clinical education in transitioning early stage sales and evaluations from conception to implementation to account stability.


• Oversight on account procurement, MMT distribution processes and contractual events to protect the based business and continuously drive sales and profit growth.

Drive Revenue:

• Meet or exceed monthly, quarterly and annual quotas for revenue generation, new account closes, and pipeline growth


• Plan and execute a top-down/bottom-up sales strategy, staying abreast of market and industry trends and making educated shifts in strategy as needed


• Leverage established relationships within the hospital and healthcare ecosystem and sources, identifies, evaluates, and builds new relationships that drive revenue for Magnolia Medical


• Oversee the monthly reporting and analysis of key sales metrics, including pipeline health, deals won/lost, etc. Work with the Senior Leadership Team to adjust companywide strategy, priorities and processes accordingly.


• Develop strategies and tactics for addressing and increasing market share.


• Engage the customer by deliberately tying their business priorities to our value proposition.


• Responsibility for the overall customer relationship process in leading Territory Account Managers while supporting Business Development in the planning and execution of the account strategies, tactics and selling propositions for new business.


• Cultivate, develop and provide all support needs to make sales teams successful in acquiring and retaining business objectives for optimal economic and patient outcomes with each customer.

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, model and assess 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


• 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.

Leadership:

• Build and implement strong procedures and processes that will be followed by the team.


• Recruit and onboard new hires to ensure the team will achieve organizational goals and objectives.


• Provide leadership, training, and on-going development to the Sales team.


• Coach and mentor Sales Representatives in support of career progression, provide feedback on knowledge, skill, and leadership development opportunities, and help identify ongoing opportunities for development.

Required Skills and Experience:

• Degree in Business Administration/Marketing or equivalent degree


• A minimum of 10 years of sales experience in medical device sales with a demonstrated track record of accomplishments. Experience with consumables and disposables is highly necessary.


• 4+ years sales management experience with success hiring and growing sales and marketing teams

• Proven track record of exceeding sales targets and driving significant revenue growth in a competitive market.


• In-depth knowledge of sales strategies, market analysis, and business development in the medical device or healthcare sector.


• Demonstrated success with customer data and metrics integrated into regular external customer business reviews

• Previous experience with establishing protocols and procedures for sales teams to follow

• Extensive sales success, sales management success, and high-level business to business success including proven experience across multiple geographies


• High level ability to build relationships with C-suite/owners/ decision maker


• Demonstrated ability to build awareness of competitive products and activities, with an overall understanding of healthcare operations


• Excellent verbal and written communication skills, with the ability to develop and present comprehensive clinical and economic information, reports and relevant information.. Ability to have difficult conversations when warranted (internal and external)


• Ability to create customer relationships built on trust and to be perceived as a consummate professional that possesses the ability to deliver on commitments


• Demonstrated ability to synthesize facts and insights into concrete, actionable recommendations


• Industry legal and compliance knowledge

• Critical thinker with excellent problem-solving skills.


• Team player with good time-management skills.


• Alignment with the mission and values of Magnolia Medical Technologies.


• Ability to travel extensively to cover territory; up to 75% of time.

Why Join Magnolia Medical Technologies?
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 offer a dynamic and collaborative work environment where you can make a meaningful impact while advancing your professional growth.

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.