Territory Account Manager
Territory Account Manager
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Salary Not Disclosed
1 Vacancy
Job Description
Territory Account Manager So. IL and IN
Compensation - $80000 to $85000 base salary range / $160000 at plan (uncapped)
We are hiring a Territory Account Manager N. VA and MD. 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 positively impact patient outcomes.
The Territory Account Manager (TAM) brings medical device account management experience demonstrating technical clinical business and economic acumen.
The TAM will consistently clearly and passionately articulate the clinical and economic value proposition of the 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 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 the 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 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 partnerships 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 plans tools and tactics
Training & Value Proposition Content Mastery
- Manage develop and plan the evaluation communicate and coordinate logistics and training schedule with any cross functional resources internal and external team members and key customer stakeholders as appropriate
- Engage in extensive and ongoing training on technical clinical and economic value proposition of product offerings and solutions
- Expertly conduct multi-departmental key stakeholder meetings appropriate to the sales cycle stage timely and efficiently for all those involved
- Demonstrate strong retention and mastery of value proposition content consistently in all aspects of the role with customers partners team members (TAMs and BDs) AVPs 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
- Ensure adherence to sales operations and related processes within the territory including CRM management sales activity and account documentation data collection and analysis metric tracking and compliance expense management reporting and all relevant business administrative needs
- Attend and participate in local and national conferences networking events and the like to benefit positioning in the market space
What you bring:
- Degree in Business Administration/Marketing strongly preferred
- 2 years successful field account management sales or clinical focused sales experience within the healthcare industry more specifically in medical device
- Additional experience with clinical training data and stakeholders specifically in Medical Departments (ex: ED/Emergency Department) Laboratory Antimicrobial Stewardship Infection Prevention Clinical Value Analysis Supply Chain etc. is highly desirable
- Advanced presentation speaking and written communication skills with the ability to present clinical and financial data
- Demonstrated experience
- Consistently at/above revenue/account quota or targets
- Consistently meeting and exceeding account retention and satisfaction metrics
- Successfully negotiating within the sales and pricing strategy for the renewal growth or extension of contracts products and services
- Demonstrated work ethic with a high sense of urgency accountability and demonstrated ability to deliver results
- Alignment with the mission and values of Magnolia Medical Technologies
- Ability to travel extensively to cover territory; up to 75 of time
Employment Type
Full Time
