Sales Enablement and Commercial Training Director

Director, Sales Enablement and Commercial Training

Magnolia Medical Technologies is seeking a dynamic, engaging and highly skilled Director of Sales Enablement and Commercial Training who can develop, implement, and oversee comprehensive training programs that equip the Commercial Organization with the necessary skills, knowledge, and tools to effectively engage customers, drive new sales acquisition, manage existing accounts, and ensure customer retention. This role requires strategic collaboration with Commercial, Revenue, and Marketing teams to ensure alignment of training initiatives with business objectives and sales strategies across the entire customer lifecycle.

Company Overview

Magnolia Medical Technologies is a commercial-stage medical device company focused on improving sepsis diagnostics. Our Steripath Initial Specimen Diversion Device is designed to prevent blood culture contamination, delivering significant clinical and cost savings benefits to healthcare providers and improving patient outcomes.

Position Summary

The Director of Sales Enablement and Commercial Training develops and implements comprehensive training programs that empower the Commercial Organization to excel throughout the complete customer journey. This role is responsible for equipping sales teams with the expertise to identify and convert high-value prospects while simultaneously training account managers on strategies to maximize customer satisfaction, drive expansion revenue, and ensure long-term retention. The position requires strategic collaboration with Commercial, Revenue, Marketing, and Customer Success teams to create a unified approach that accelerates new business acquisition, strengthens existing customer relationships, and drives account growth. This leader will establish metrics and methodologies that measure success across the entire commercial lifecycle, from initial prospect engagement through account expansion and renewal.

KEY RESPONSBILITIES

Training Strategy & Development

• Design and implement a comprehensive training strategy aligned with organizational goals and commercial objectives
• Develop standardized onboarding and continuous education programs for the commercial team
• Create tailored training curricula covering product knowledge, clinical applications, sales methodologies, competitive positioning, account management strategies, and customer retention techniques
• Assess training needs through regular skills gap analyses and performance evaluations
• Design and optimize both in-person and virtual training environments to maximize engagement and learning outcomes

Program Implementation & Management

• Lead the creation and delivery of learning materials across multiple formats (in-person, virtual, self-directed)
• Establish metrics and evaluation methods to measure training effectiveness and ROI
• Develop scalable training infrastructure that accommodates company growth
• Manage training budgets, resources, and timelines effectively
• Set up and manage physical training spaces and virtual training platforms for optimal learning experiences
• Create and adapt training materials suitable for both in-person and remote delivery formats

Sales Enablement

• Collaborate with Marketing and Product teams to develop and maintain sales tools and resources
• Ensure commercial teams are proficient in using CRM and sales enablement technologies
• Design and implement coaching frameworks and mentorship programs
• Facilitate knowledge sharing across commercial teams to leverage best practices
• Develop, identify and/or integrate hands-on training activities for both physical and virtual environments that reinforce key skills

Account Management & Customer Retention Training

• Develop specialized training programs focused on account management strategies, relationship development, and customer success
• Create curricula addressing ongoing account nurturing, expansion opportunities, and contract renewal processes
• Design training on identifying at-risk accounts and implementing effective retention strategies
• Implement programs to train teams on upselling and cross-selling techniques within existing accounts
• Develop training on gathering and utilizing customer feedback to strengthen relationships

Cross-Functional Leadership

• Partner with Commercial Leadership to align training with commercial strategies and objectives
• Work with Marketing to translate product features into customer-focused value propositions and ensure accurate representation of clinical data and evidence is integrated
• Gather and incorporate field feedback to continually refine training content and approaches

Performance Optimization

• Analyze sales and retention performance data to identify areas for targeted training interventions
• Develop remedial training programs to address performance gaps
• Establish certification processes to ensure consistent skill levels across the commercial organization
• Create metrics and KPIs specific to account management and retention success
• Stay current on industry trends, competitive landscape, and evolving sales and retention methodologies
• Implement hybrid training models that effectively combine in-person and remote participants

QUALIFICATIONS AND EXPERIENCE

Education & Background

• Bachelor's Degree required in Business Administration, Management, Education, Marketing, or RN or other applicable education.
• 10+ years of experience in the medical device, healthcare industry or related industry focusing on sales training, account management, customer success, clinical education, or related domains
• 5 years of experience in training, education, and instructional design for adult learners
• Experience in Professional Education, Brand Marketing, Account Management, or Sales Management
• Demonstrated success in developing programs that improve customer retention rates
• 5 years managing and leading teams preferred

Technical Skills

• Proficiency with learning management systems and instructional design tools
• Experience with CRM platforms, particularly Salesforce, including account management functions
• Familiarity with analytics platforms such as Tableau for tracking account health and retention metrics
• Competence with sales enablement tools like Showpad
• Experience with customer success platforms and retention analytics tools
• Medical device industry experience strongly preferred

Competencies

• Strategic thinking with ability to align training initiatives with business objectives
• Excellent project management skills and ability to manage multiple priorities
• Strong analytical capabilities to evaluate program effectiveness and identify improvement opportunities
• Outstanding interpersonal and communication skills (written and verbal)
• Ability to influence and collaborate across organizational levels
• Experience developing metrics and KPIs for measuring both acquisition and retention success
• Deep understanding of customer lifecycle management and relationship development

Additional Requirements

• Ability to travel approximately 75% for field team visits, customer engagements, training, and business meetings
• Adaptability to changing business needs and organizational growth
• Comfort with presenting to and training diverse audiences

Physical Requirements

• Ability to sit or stand for extended periods during training sessions
• Capacity to travel frequently, including air travel and ground transportation
• Manual dexterity to operate computers and demonstration equipment

About Magnolia Medical Technologies, Inc.

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 for patients in hospitals.

Dr. Richard Patton, the company's co-founder, 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 the efficacy of this technique 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 over 20 studies including 8 peer-reviewed publications in leading medical journals to virtually eliminate the preventable error of blood culture contamination and false positive results for the diagnosis of sepsis. Steripath delivers reductions in false positives of up to 92% with 12-month sustained contamination rates as low as 0.2% and an average cost savings of ~$1M a year for a typical US hospital.

Magnolia is establishing the new standard for blood culture integrity and sepsis testing accuracy and has effectively executed against its mission to change national blood culture collection guidelines and contamination benchmarks through CDC, CLSI and NQF.

The company has amassed an intellectual property portfolio including more than 125 issued method, apparatus and design patents with more than 50 additional patent applications pending. 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.

The company supports this effort by offering competitive compensation, incentive packages, benefits and career growth opportunities to the most qualified candidates in the marketplace. Magnolia Medical Technologies, Inc. is an equal opportunity employer.

For more information, visit magnolia-medical.com

**As a condition of employment with Magnolia Medical Technologies, you are required to provide proof that you are fully vaccinated against COVID-19 or qualify for a reasonable accommodation.