Account Executive, Chicago Metro – IL & MI Territory
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Job Description
Account Executive managing sales and account strategy for Magnolia Medical's medical solutions. Responsible for customer acquisition and retention within the Chicago metro area.
Responsibilities:
- 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.
- 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.
- 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.
- 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.
- 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.
Requirements:
- 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.
Benefits:
- Competitive compensation
- Benefits
- Incentive opportunities
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