Senior Director of Enterprise Accounts

Medtronic•Minneapolis, MN

19d

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 The Senior Director of the Cardiovascular Portfolio for Enterprise Accounts, HCA will develop and drive the national strategy for our CV portfolio across HCA. This team member will work closely with OU leaders to identify and drive national opportunities and will coordinate closely with our divisional DEAs to drive profitable growth. The Sr. Director of Enterprise Accounts will also be responsible for understanding their assigned account’s strategic priorities and providing solutions to meet customer needs. We are seeking a committed professional to join our team, required to travel throughout the United States. A valid driver's license is essential for this role, which also involves 50% amount of travel, presenting opportunities for broader engagement. Develop and maintain the Medtronic business strategic relationship at the Senior/C-Suite level with strategic accounts, identifying and ensuring execution on co-developed and/or agreed upon account plans, projects and solutions. Responsible for building and leading high performance account teams and managing account level operating mechanisms. Responsible for account/customer plans for targeted strategic accounts/ customers that deliver expected growth objectives for the Medtronic portfolio in region. In addition to financial targets, plans need to deliver significant customer value and improve customer experience. Responsible for local insight gathering, competitive tracking and market share checking and collation. Work in strong collaboration and partnership with local OUs, Service & Solutions, and other Medtronic stakeholders and other DEA colleagues from other portfolios to lead change and maximize opportunities to designated enterprise accounts. Accountable for pricing and tender management, for the targeted strategic account(s)/ customers and for the achievement of account/customer KPI’s, AOP planning & execution. Maintain accurate and up to date account/ customer plans in SFDC, prepare progress reports for internal and external stakeholders and might participate in quarterly business reviews internally and externally. Identify opportunities to leverage Medtronic’s capabilities to help customers optimize cost and outcomes, increase patient access, and improve efficiencies. Must Haves Experiences Bachelor's degree in business (preferably), science, medicine or equivalent Minimum of 15 years relevant sales experience for a bachelor’s degree or minimum 8 years with an advanced degree. Business management experience in senior and complex roles. Previous experience working in a regulated industry in Medical Device, Healthcare or Pharma in a multinational environment with a significant matrix component Ability to travel up to 50% of the time, as needed Key Capabilities CUSTOMER & MARKET KNOWLEDGE : Deep understanding of Medtronic portfolio and trends in terms of outpatient treatment, alternative site care, etc. Able to anticipate changes and help to address unmet customers' needs. Deep commercial and strategic acumen to deal with more sophisticated customers to develop and close long-term value-added deals LEADERSHIP AND RELATIONSHIP MANAGEMENT : Able to develop and establish long term strategic relationships and alliances with key internal and external stakeholders (C-Suite, account teams and Medtronic /Customer resources). High personal agility & adaptability, profound experience in large scale organizational change NON-CLINICAL STAKEHOLDER MANAGEMENT : Able to establish effective relationship with customers’ administration decision makers, articulate value propositions to match emerging consumer needs and establish long term partnership VALUE CO-CREATION AND DELIVERY : Ability to co-create value offerings customized on customers’ needs, deliver accelerated growth, and improve customer experience, leveraging Service & Solutions, OUs & functions offering and capabilities PROJECT MGNT : Able to manage large and complex projects and to negotiate and gain cooperation involving different internal and external stakeholders who may have different divergent objectives. Excellent communication, influencing, collaboration and problem-solving skills Gains The position offers: AUTONOMY in drafting added value long term offerings matching customers' needs entrepreneurship owning Enterprise Accounts and their results SENIOR EXPOSURE internally at Medtronic (top leadership) as well as externally (C-Suite) HORIZONTAL THERAPY KNOWLEDGE : opportunity to develop deep understanding of the entire MEDTRONIC product/therapy/S&S portfolio INNOVATION in building MEDTRONIC business future to create value, deliver accelerated growth and improve customer experience Physical Job Requirements: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. The physical demands described within the Day in the Life section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 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. Physical Job Requirements The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

Requirements

Bachelor's degree in business (preferably), science, medicine or equivalent
Minimum of 15 years relevant sales experience for a bachelor’s degree or minimum 8 years with an advanced degree.
Business management experience in senior and complex roles.
Previous experience working in a regulated industry in Medical Device, Healthcare or Pharma in a multinational environment with a significant matrix component
Ability to travel up to 50% of the time, as needed
Deep understanding of Medtronic portfolio and trends in terms of outpatient treatment, alternative site care, etc. Able to anticipate changes and help to address unmet customers' needs.
Deep commercial and strategic acumen to deal with more sophisticated customers to develop and close long-term value-added deals
Able to develop and establish long term strategic relationships and alliances with key internal and external stakeholders (C-Suite, account teams and Medtronic /Customer resources).
High personal agility & adaptability, profound experience in large scale organizational change
Able to establish effective relationship with customers’ administration decision makers, articulate value propositions to match emerging consumer needs and establish long term partnership
Ability to co-create value offerings customized on customers’ needs, deliver accelerated growth, and improve customer experience, leveraging Service & Solutions, OUs & functions offering and capabilities
Able to manage large and complex projects and to negotiate and gain cooperation involving different internal and external stakeholders who may have different divergent objectives.
Excellent communication, influencing, collaboration and problem-solving skills

Responsibilities

Develop and maintain the Medtronic business strategic relationship at the Senior/C-Suite level with strategic accounts, identifying and ensuring execution on co-developed and/or agreed upon account plans, projects and solutions.
Responsible for building and leading high performance account teams and managing account level operating mechanisms.
Responsible for account/customer plans for targeted strategic accounts/ customers that deliver expected growth objectives for the Medtronic portfolio in region.
Responsible for local insight gathering, competitive tracking and market share checking and collation.
Work in strong collaboration and partnership with local OUs, Service & Solutions, and other Medtronic stakeholders and other DEA colleagues from other portfolios to lead change and maximize opportunities to designated enterprise accounts.
Accountable for pricing and tender management, for the targeted strategic account(s)/ customers and for the achievement of account/customer KPI’s, AOP planning & execution.
Maintain accurate and up to date account/ customer plans in SFDC, prepare progress reports for internal and external stakeholders and might participate in quarterly business reviews internally and externally.
Identify opportunities to leverage Medtronic’s capabilities to help customers optimize cost and outcomes, increase patient access, and improve efficiencies.

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)