Director of Strategic Accounts - Surgical (Mid Atlantic)

Medtronic • Nashville, TN

11d • Remote

About The Position

At Medtronic, you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world. The Surgical Operating Unit (or business) strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions across the care continuum. Be a part of a company that thinks differently to solve problems, make progress, and deliver meaningful innovations. The Director, Strategic Accounts will develop sustainable strategic relationships with healthcare executives at targeted IDN’s, GPO’s and Key Accounts to maximize effectiveness, driving growth and security through scope, scale, and execution, positioning Medtronic as the most comprehensive provided of MIS technologies. We look for leaders who have a clear vision of where we are going and how to get there, bold inclusive thinkers who create new ideas and bring our best solutions forward to benefit our patients, business partners, and customers.

Requirements

• Documented track record of quota success in complex contracting role (or role with heavy contracting responsibility)
• Documented account results across key IDNs within territory.
• Recommended residential location within core of territory
• Documented IDN, GPO, and executive-level negotiation experience utilizing Medtronic resources and cross functional partners
• Documented track record driving performance results at the account and alignment level
• Documented track record gaining access to and developing relationship with executive stakeholders
• Proven ability to engage to clearly articulate economic value story with C-Suite of hospital administration (CFO’s, CEO’s)
• Proven ability to deliver comprehensive IDN business performance review
• Documented track record of examples illustrative of (1) securing key business, (2) converting key business and (3) growing key business
• Proven track record of driving influence and close collaboration with senior sales leadership
• Established reputation for partnership across critical job functions including but not limited to finance, sales analytics, legal, clinical support
• Proven track record of leading and building cross-functional teams to a common goal with share accountability (Example: across sales, field leader, clinical support)
• Executive Presence (Proven ability to present complex information to senior level audience)
• Exceptional Written and Verbal Communication Skills (Proven ability with real life examples of customer communications)
• Managerial Courage (Real life examples confronting difficult partnership situations to obtain desired outcome)
• Analytical and Financial Acumen (Proven existing knowledge of how and what data to leverage in key contracting situations; Navigation and applications of analytics)
• Ability to gain followership AND drive accountability at the same time with key and internal and external (customer) partners
• Minimum Requirements Bachelors degree required
• Minimum of 10 years of sales experience or equivalent consulting and/or leadership experience in healthcare or an advanced degree and minimum 8 years of sales experience or equivalent consulting and/or leadership experience in healthcare

Nice To Haves

• MBA or master’s degree in marketing or communication
• Strong Strategic and Business Acumen skills.
• Understanding of P&L and customer financial statements
• Proven ability to successfully execute a complex sales process and interact with the C-Suite
• Experience in reading, analyzing and writing strategic plans and proposals with customers
• Proven ability as a leader in defining and developing business or markets
• Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management and customers
• Excellent verbal, written and presentation communication skills – especially executive presence and C-Suite presentation and sales experience
• Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts
• High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities
• High performer in current and previous roles
• Strong negotiating skills
• In depth knowledge of healthcare industry, environment and GPOs/IDNs
• For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.

Responsibilities

• Drive strategy across targeted U.S. Surgical IDNs, GPOs and Key Accounts, develop & coordinate an aligned tactical execution plan, to drive ONE Surgical
• Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
• Identify, develop and own the relationships with key executive, economic and clinical decision makers
• Lead the execution of IDN contracting and leadership engagement strategy within selected targets through close collaboration and partnership with Sales leadership
• Prepare, analyze and implement contract strategy terms and conditions, compliance, and metrics to improve contract health
• Drive growth through disciplined and creative contracting across ONE Surgical
• Conduct business planning activities and reviews with key IDN customer base, field sales and leadership
• Leverage the power of the ONE Surgical strategy by differentiating Medtronic from competitors and providing access for growth platforms
• Establish a consolidated, consistent strategy to achieve account SECURITY, CONVERSION, and GROWTH within the defined accounts
• Effective conversion pipeline management

Benefits

• Health, Dental and vision insurance
• Health Savings Account
• Healthcare Flexible Spending Account
• Life insurance
• Long-term disability leave
• Dependent daycare spending account
• Tuition assistance/reimbursement
• Simple Steps (global well-being program)
• Incentive plans
• 401(k) plan plus employer contribution and match
• Short-term disability
• Paid time off
• Paid holidays
• Employee Stock Purchase Plan
• Employee Assistance Program
• Non-qualified Retirement Plan Supplement (subject to IRS earning minimums)
• Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior