Account Executive, Arizona

About the Role

The Account Executive (AE) is responsible for all aspects of their assigned territory and accounts in Arizona and New Mexico, covering the greater Phoenix metro area. This role leverages strong sales expertise, clinical knowledge, and relationship-building skills to ensure customer satisfaction, retention, and new customer acquisition while driving account growth. The AE contributes to improved patient outcomes and the continued growth of Magnolia Medical Technologies.

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, 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.
  • 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 ongoing training to develop and maintain deep knowledge of the blood culture collection market and the technical, clinical, and economic benefits of the Steripath® Initial Specimen Diversion Device® (ISDD®) platform and other Magnolia Medical product offerings.
  • 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 stakeholders.
  • 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.

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.
• History of consistently exceeding 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.
• Proficiency with systems such as Salesforce.com, Tableau, MS Office 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.

About Magnolia Medical

Magnolia Medical Technologies, Inc. is redefining the accuracy of sepsis testing with Steripath®, the only device proven to reduce blood culture contamination significantly. With over 20 clinical studies, peer-reviewed publications, and an expanding IP portfolio, Magnolia Medical is establishing the new standard for blood culture integrity. The company operates in a fast-growing, mission-driven environment.