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Magnolia Medical Technologies · 3 weeks ago

Sales Area Vice President, West

United States

Full-time

Remote

Director/Executive

8+ years exp

Magnolia Medical Technologies is a growing commercial-stage medical device and healthcare solutions organization. The Area Vice President will lead the sales team, develop and execute sales strategies, and directly contribute to increasing the customer base and improving patient outcomes.

Health CareHealth DiagnosticsMedical Device

Growth Opportunities

Responsibilities

Identify and acquire new business through thorough understanding Magnolia Medicals solution as well as our competitive advantage and evaluating it against market trends and industry needs

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

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 EVP 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

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

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

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

Qualification

Medical device salesSales managementBusiness developmentSales strategy developmentCustomer relationship managementHealthcare operations knowledgeIndustry compliance knowledgeCommunicationProblem-solving skillsTeam playerTime-management skillsCritical thinking

Required

Degree in Business Administration/Marketing strongly preferred

A minimum of 8 years of sales experience in medical device sales with a demonstrated track record of accomplishments. Experience with consumables and disposables is highly preferred

Sales management experience with great track record of hiring and growing sales and marketing teams

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

Company

Magnolia Medical Technologies

Magnolia Medical Technologies is a device development company that focuses on improving the accuracy of diagnostic blood culture tests. It is a sub-organization of Medtronic.

Founded in 2011

Seattle, Washington, USA

51-200 employees