Account Executive
Magnolia Medical Technologies is growing our Commercial Sales team and hiring an Account Executive, Central territory, covering Tennessee, Alabama, and part of Kentucky. The ideal candidate needs to be located in either the greater Nashville, Knoxville or Huntsville, Alabama metro areas. The Account Executive's (AE's) 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 achieve new customer acquisition, account growth, and positively impact patient outcomes.
Overview
The Account Executive (AE) is responsible for all aspects of their assigned territory and accounts. They bring proven expertise in medical device sales, encompassing both new account acquisition and the management and growth of existing accounts.
The AE demonstrates strong technical, clinical, business, and economic acumen, leveraging these skills to protect and expand their existing business while driving new growth opportunities. This role covers the entire customer lifecycle-from prospecting and closing new accounts to implementing solutions, educating customers on product benefits to ensure adoption and compliance, and fostering long-term retention and value.
Key Responsibilities
Strategic Sales
- Develop and execute a comprehensive territory business plan that includes account acquisition and retention, ensuring sustainable long-term growth.
- Meet or exceed monthly, quarterly, and annual quotas for revenue through pipeline growth, new account acquisition, retention, and account expansion.
Protect and Grow the Base Business
- Manage existing accounts to ensure consistent utilization, high compliance, and identify expansion opportunities within the hospital or across the system.
- Intervene promptly when metrics are not achieved by deploying resources to support account remediation plans to retain and protect revenue.
- Build and foster a strong network of business and clinical champions to support informed decision-making, effective adoption, and sustained retention.
- Conduct Quarterly Business Reviews (QBRs) and provide data analytics to demonstrate success, identify gaps, and drive continued account growth.
- Develop and execute expansion plans, including defined success criteria, onboarding and training plans, and business reviews to demonstrate attainment of customer goals.
- Partner with internal stakeholders and customer contracting teams to support renewals and contract extensions, if required, ensuring terms protect existing revenue and maintain strategic alignment.
New Account Acquisition
- Execute a top-down and bottom-up sales strategy that aligns with Magnolia Medical's commercial goals, engaging front-line managers and C-suite leadership at hospitals and healthcare systems to secure evaluations and expand the Magnolia Medical solution offering hospital- and system-wide.
- Create and qualify leads, manage pipeline progression from lead to close, and achieve revenue forecasts.
- Develop and execute tailored evaluation plans for new accounts, including defined success criteria, onboarding and training plans, and business reviews to measure progress.
- Negotiate pricing agreements with prospective customers, ensuring terms align with existing contracts, company goals, compliance standards, and margin expectations.
Clinical, Technical, and Content Mastery
- Participate in extensive and on-going training to develop and maintain deep knowledge on the blood culture collection market, as well as the technical, clinical, and economic benefits of the Steripath® Initial Specimen Diversion Device® (ISDD®) platform and other Magnolia Medical product offerings and solutions.
- Lead and facilitate cross-departmental and multi-level stakeholder meetings throughout the sales cycle, ensuring clear, timely communication that highlights investment value and ROI
- Consistently demonstrate retention and mastery of approved Magnolia Medical content in interactions with customers, partners, and other stakeholder meetings.
- Represent Magnolia Medical at conferences, networking events, and national meetings to strengthen brand presence and customer engagement.
Operational Excellence and Stewardship
- Maintain strict adherence to sales operations processes, including CRM management (Salesforce), sales activity documentation, pipeline tracking, forecasting, expense management, reporting, and other administrative requirements.
- Collect and analyze account data to support strategic decisions and resource allocation.
- Collaborate with peers and the Leadership Team to identify and recommend business initiatives that support Magnolia Medical's long-term growth and success.
This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the ongoing needs of the organization.
Required Skills & Experience
- Bachelor's degree in Business, Marketing, or related field strongly preferred.
- Over 7 years of proven success in field sales and account management within the medical device industry, with experience in both new business acquisition and account retention.
- Consistently exceeded revenue goals, account growth objectives, and customer retention targets.
- Experience working with diverse hospital stakeholders: ED, Laboratory, Infection Prevention, Antimicrobial Stewardship, Clinical Value Analysis, Supply Chain, and C-Suite leadership.
- Strong negotiation skills for new and renewal contracts.
- Advanced presentation and communication skills with the ability to convey clinical and financial data persuasively.
- Proficient to expert use of systems such as SalesForce.com, Tableau, MSOffice Suite, ERP and other enterprise systems
- Demonstrated ability to work with urgency, accountability, and results orientation.
- Alignment with Magnolia Medical's mission and values.
- Ability to travel up to 75%.
- Ability to lift up to 30 pounds regularly, occasionally full mobility may be used for reaching, bending, kneeling, stretching or lifting in excess of regular amounts.
