Enterprise Accounts Senior Managing Director

Medtronic•Charlotte, NC

6d•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. A Day in the Life Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies, and services can do to help alleviate pain, restore health, and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future. At Medtronic, we bring bold ideas forward with speed and decisiveness to put patients first in everything we do. This position is remote to enhance our competitive edge and expand our cross-functional collaboration efforts. This role will require 50% of travel to enhance collaboration and ensure successful completion of projects. The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others). In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. The Enterprise Accounts team is responsible for establishing trusted partnerships with our most important customers. We do this by leveraging our unparalleled breadth, scale, and competitive differentiation through value-added services and solutions, working in close collaboration with Operating Units (OUs), Services & Solutions, Functions, and CoEs to enhance customer experience. The Enterprise Accounts Senior Managing Director is responsible for managing a sales team that consists of Directors of Enterprise Accounts for the Strategic Accounts customer segment. The objective of this role is to achieve quarterly and annual sales plans through team leadership and reliance on business planning. Business plans will be focused on contracting excellence (winning deals, launching new products, and creating pull-through) and competitive conversions (identifying and accessing areas of growth, leveraging Medtronic scale). Plans should deliver significant Medtronic value (share, revenue, and margin), customer value, and accelerate growth. Additionally, in this Strategic Accounts segment, we look to move customers along the continuum from a purely transactional, vendor-based relationship to one of primary supplier, designing for value across supply chain, operational, and clinical environments (in partnerships with OUs). This includes working closely with service line leaders, physician leaders, and administrators in addition to supply chain stakeholders to support healthcare systems in achieving the Quadruple Aim: improving patient experience, enhancing population health, reducing costs, and improving provider satisfaction. This leader role will model the behaviors needed for strategic account management, serving as a servant and authentic leader who empowers the team, fosters genuine relationships, and prioritizes the needs of customers and team members to guide how we accomplish this, namely by knowing and having relationships with key decision-makers and Executives at Corporate offices and understanding their strategies and processes. The Senior Managing Director is responsible for ensuring awareness and alignment of specific revenue goals, investments, and cross-business selling opportunities in Enterprise Accounts across Medtronic. He/she will build strong relationships and drive collaboration and partnership with OUs, and other stakeholders, leading change and maximizing market and business opportunities for Medtronic.

Requirements

Bachelor’s degree in business, science, medicine, or equivalent.
15+ years relevant sales/enterprise account experience (13+ with advanced degree), with senior leadership in complex environments.
Experience in a regulated MedTech/Healthcare/Pharma setting within a multinational matrix.
Ability to travel up to 50%.

Nice To Haves

Contract lifecycle leadership (pre‑deal strategy through fulfillment), negotiation, and consensus building across internal/external stakeholders.
Pricing discipline/ASP optimization and value‑driven offer design.
Deep customer & market knowledge across Medtronic’s horizontal therapy portfolio; proven ability to co‑create value with non‑clinical stakeholders.

Responsibilities

Accountable for the achievement of Enterprise Accounts KPI’s, planning, and execution
Responsible for employee engagement via coaching, talent management, recruiting, and succession planning for the local DEA team
Responsible for financial management; revenue projections, SG&A management, and profitability metrics (expense and margin attainment)
Align Medtronic company-wide capabilities with priority customer needs/”care-abouts” that create differentiated value
Accountable for pricing, contracts, and RFP management for the targeted Strategic account(s)/customers
Responsible for local insight gathering, competitive tracking, and market share checking and collation with local Business Analyst
Establishes and leads local operating mechanisms/interface with OUs/functions, etc., and ensures DEAs have strong account-level business plans and operating mechanisms in place.
In coordination with DEAs, responsible for developing and maintaining Senior/C-Suite level strategic partnerships and working with them to identify and qualify new business opportunities. In addition, build an ethical and productive web of business relationships with other key stakeholders, i.e., service line leaders, physician leaders, administrators, and supply chain/commercial/clinical decision-makers (procurement, hospital managers, etc.).
Develop appropriate customer account plan and value proposition for each account/customer, leveraging the broad spectrum of business solutions, products, and therapies of Medtronic, with a focus on supporting the Quadruple Aim.
Create and manage account teams both within Medtronic and in the customer’s organization that partner to discover and execute on the long-term strategic goals of the account/customer.
Maintain accurate and up-to-date account/customer plans in SFDC, prepare progress reports for internal and external stakeholders, and conduct quarterly business reviews internally and externally.

Benefits

Medtronic offers a competitive Salary and flexible Benefits Package
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)