Senior Government Sales Rep - ACM
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 Senior Government Sales Representative is the primary field-facing individual for the Medtronic Acute Care & Monitoring (ACM) Government Strategic Programs organization within an assigned geographic region. This individual is accountable for selling and growing the strategic components of the ACM portfolio — spanning Acute Care & Patient Monitoring device sales and Digital Health Home solutions— across VA Medical Centers (VAMCs), DoD Military Treatment Facilities (MTFs), and Indian Health Service accounts within their region. This role reports to the National Director for Government Strategic Programs; and serves as the face of Medtronic's federal healthcare business at the region level. The ideal candidate combines federal health sales experience with a consultative, multi-product selling approach, and demonstrates the ability to navigate complex government procurement and clinical environments while maintaining rigorous pipeline discipline and customer relationship management. The territory includes Texas, Oklahoma, Colorado, New Mexico and Wyoming. While candidates may be based anywhere within the territory, there is a strong preference for individuals located in Texas or Oklahoma, where the majority of account activity is concentrated. Additionally, proximity to a major airport is preferred to support travel across the region. The Senior Government Program Sales Representative spends their time building relationships, advancing opportunities, and delivering value across a broad federal account base. The role blends clinical selling with program management, requiring fluency across both medical device and digital health businesses within the same territory. Success in this role comes from the ability to manage complexity across a diverse portfolio, stay aligned with a collaborative franchise team, and operate with the discipline and integrity that federal market engagement demands.
Requirements
- High School Diploma (or equivalent) AND 8+ years experience OR Associate’s Degree AND 6+ years experience OR Bachelor’s Degree AND 4+ years experience
- Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences.
- Valid driver's license.
- Reside within the territory.
- Proficiency in Microsoft Office Suite, and CRM platforms (e.g., Salesforce).
- Ability to meet applicable VA and DoD site access and credentialing requirements.
Nice To Haves
- Prior sales experience within VA, DoD/Defense Health Agency, or other federal health account environments.
- Experience selling capital medical equipment, patient monitoring devices, or digital health / remote patient monitoring solutions in a clinical setting.
- Familiarity with federal procurement processes including Federal Supply Schedule (FSS/MAS) contract vehicles, VISN-level standardization processes, and eBuy/SAM.gov platforms.
- Demonstrated ability to navigate multi-stakeholder clinical accounts (Biomedical Engineering, Nursing, Anesthesiology, Procurement) across large institutional healthcare systems.
- Track record of competitive displacement or account conversion in a medical device or healthcare technology sales environment.
- Knowledge of Remote Patient Monitoring (RPM) programs.
- Experience with CRM systems (e.g., Salesforce) and disciplined pipeline management practices.
- Product familiarity with patient-monitoring platforms or airway-management/perioperative solutions is preferred.
- Proximity to a major airport is preferred.
Responsibilities
- Sell and grow strategic components of the ACM portfolio: Nellcor™ pulse oximetry, Microstream™ capnography, McGrath MAC™ video laryngoscopy, Shiley™ airway management, and Argos™ cardiac output monitoring.
- Defend and expand Medtronic standardization agreements at assigned VA Medical Centers (VAMCs) and DoD/W Military Treatment Facilities (MTFs).
- Execute competitive displacement strategy in priority accounts.
- Drive technology upgrade cycles within the installed base; identify opportunities to advance customers to current-generation monitoring platforms.
- Engage anesthesiology departments, OR leadership, and clinical education stakeholders to expand McGrath MAC™ adoption.
- Pursue VISN-level standardization opportunities by working alongside the National Key Account Manager — VA to lock in enterprise Patient Monitoring agreements.
- Drive HealthCast Home hardware sales and service enrollment across assigned VA territories.
- Maintain and grow HealthCast Home program revenue within assigned VISNs through active Nurse Care Coordinator relationships.
- Coordinate with the National Key Account Manager — VA on RPM-HT contract vehicle strategy.
- Track and actively grow InterVIEW video telehealth adoption at VA facilities within the territory.
- Provide territory-level program updates to the National Key Account Manager — VA, and other Digital Health stakeholders.
- Execute cross-sell campaigns leveraging the ACM installed base to open Digital Health conversations — and vice versa.
- Conduct territory-level quarterly business reviews covering full portfolio performance across Acute Care and Digital Health.
- Maintain opportunity pipeline coverage across Acute Care and Digital Health programs combined.
- Manage VA Facility-level, VISN-level, and MTF relationships in concert with the National Key Account Manager — VA and commercial sales & clinical teams.
- Lead and participate in joint call planning with aligned ACM commercial sales representatives and clinical specialists.
- Map DHA procurement contacts and support MTF product evaluations (McGrath MAC, Nellcor, Argos, airway management) within DoD/W accounts.
- Maintain accurate CRM pipeline hygiene across all product lines; update accounts and opportunities weekly.
- Ensure all federal engagement complies with FAR/VAAR regulations and Medtronic government contracting policies.
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
- Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
