Sales AVP, West

Area Vice President, West

Magnolia Medical Technologies is growing our Commercial Sales team and is excited to hire a Area Vice President.  The Area Vice President (AVP) is essential to the success of Magnolia Medical Technologies and by utilizing their strong leadership skills, exceptional sales experience and industry knowledge, will exceed expectations and results by increasing our customer base, acquiring new accounts and positively impacting patient outcomes.

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.

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 know our dynamic culture, innovative technology and achievement-oriented team are solving some of the hardest problems that will create value for our customers and make us invaluable for this category in healthcare.

What you do:

The AVP will directly lead a Sales Team comprised of Sr Sales Executives, Territory Account Managers and ancillary sales support. The Sales Team members that you will manage directly are located across the west coast including CA, PacNW, CO, AZ, NV. Travel to these locations will be required.

This unique role participates as part of the Commercial Leadership Team together with the leaders from other US Regions.  This position reports to the Executive Vice President, Commercial and is ideally located in CA or AZ, with extensive travel throughout the territory. 

Key Responsibilities:

• Identify and acquire new business through thorough understanding Magnolia Medical’s 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.

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.

What you bring:

• 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.

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.