Senior Regional Sales Director, Spine - Southeast

Medtronic • Orlando, FL

3d

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 Cranial and Spinal Technologies (CST) is redefining cranial and spinal procedures to reduce variability and improve outcomes with the goal of restoring long-term quality of life for more patients. We are the first company to offer an integrated solution that includes artificial intelligence-driven surgical planning, personalized spinal implants, and robotic-assisted surgical delivery to make patient care more customized. CST is the market leader in spinal implants, robotics, and navigation. Our integrated operating unit is comprised of 4 global businesses, Spine and Biologics, Enabling Technologies, intelligent Data Solutions (iDS) and China Cranial, Spinal, Orthopedics & Technologies. The Sr. Regional Sales Director will be responsible for leading Spine growth sales initiatives within the assigned region made up of District Managers, sales representative, and strategic spine tech sales. The goal is to lead the region by integrating a “one team” culture of sales reps who have expertise in spine surgery and enabling technologies. This leader is expected to know how to work cross functionally with business partners and the customers to meet the sales and business objectives. This will include the planning, development, and organization of team strategies, execution plans, and performance management as it relates to market and account strategies. We are seeking a committed professional to join our team, required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role, which also involves 50% amount of travel outside the territory, presenting opportunities for broader engagement. Lead the cross training and change management to operationalize team Owns the adoption of new surgical approaches and procedures within the region by targeted deployment of the strategic spine tech sales reps to work territory to reps and make the territory reps self-sufficient within a reasonable time-frame Works with the Spine AVP to develop strategy and tactics to gain share in the region and thoughtfully deploys the strategic tech sales teams to open competitive surgeons in collaboration with the territory sales team and district managers Focus on new revenue generation at key strategic and growth opportunity accounts through execution of Sales, Marketing and Medical Education resources Instrumental in the sale and adoption for robotic assisted spine surgery Collaborates cross functionally to achieve revenue and unit goals in capital sales Provides growth opportunities for the regional team and brings in new hi-potential talent Establishes relationships with Key Opinion Leaders and administrative customers Champions Inclusion and Diversity programs to ensure full team engagement Ensures adherence to the MDT Quality Systems This leader will also represent the company in accordance with its policies, maintaining an awareness of market and competitive conditions for strategic planning while reporting directly to the Regional Vice President of SalesThe 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. We seek out and hire a diverse workforce at every level: We need fresh ideas and inclusive insights to continue to be an innovative industry leader —that’s why we make it a point to seek out, attract and develop employees who are patient-centric, passionate, and who represent the same wide variety of life experiences as our patients.

Requirements

• Bachelor’s degree required
• Minimum of 15 years of relevant medical sales experience or advanced degree with a minimum of 13 years of relevant medical sales experience, minimum of 10 years of managerial experience.
• Travel, 50% + requirements within Area customer base
• Highly proficient in use of computer, data and analytics tools and developing customer facing presentations
• Dynamic communicator capable of working in multiple work streams and providing leadership to all appropriate project stakeholders
• History of implementing and executing strategic business plans
• Ability to gain support and communicate within all levels of Medtronic organization
• Demonstrated ability to influence people and achieve results through others—in the field and also with home office teams.
• Ability to analyze complex business issues and lead the development of customized action plans to drive value for the customer and Medtronic
• Excellent organizational skills and project management skills
• 5-10 years managing and growing customer relationships
• Documented track record of utilizing corporate tools, data and analytics to grow market share.
• Excellent written and verbal skills; ability to develop and present complex business reviews / presentations.
• Clear customer focus and negotiation skills that has materialized in key strategic organizational wins.
• Ability to influence senior level leadership including VPs
• Demonstrated strategic and analytical skills; ideal candidate with background in complex selling situations, and ability to cultivate and maintain executive relationships.
• Demonstrated ability to lead people and achieve results through others.
• Strong track record of operating and leading within complex organizations.
• Human and financial resource management experience
• Ability to analyze complex business issues and to lead the development of customized, high value-added solutions.
• Ability to cultivate and leverage new and pre-existing physician/executive-level relationships with both customers and Medtronic personnel in order to achieve business objectives
• Exceptional relationship management, organizational and structural skills
• Demonstrated success in complex negotiations and customer performance management.
• Strong cross-organizational collaboration skills; ability to operate effectively in a matrixed environment.
• Strong knowledge of hospital and healthcare economics environments
• Outstanding communication and presentation skills
• Ability to work with little direction; Flexibility; Creativity.
• Leadership and people management skills
• Willingness and ability to institute change.

Nice To Haves

• Managerial experience qualification should include direct talent leadership within the past 3 years.
• Preferred to already live within specified region applied

Responsibilities

• Lead the cross training and change management to operationalize team
• Owns the adoption of new surgical approaches and procedures within the region by targeted deployment of the strategic spine tech sales reps to work territory to reps and make the territory reps self-sufficient within a reasonable time-frame
• Works with the Spine AVP to develop strategy and tactics to gain share in the region and thoughtfully deploys the strategic tech sales teams to open competitive surgeons in collaboration with the territory sales team and district managers
• Focus on new revenue generation at key strategic and growth opportunity accounts through execution of Sales, Marketing and Medical Education resources
• Instrumental in the sale and adoption for robotic assisted spine surgery
• Collaborates cross functionally to achieve revenue and unit goals in capital sales
• Provides growth opportunities for the regional team and brings in new hi-potential talent
• Establishes relationships with Key Opinion Leaders and administrative customers
• Champions Inclusion and Diversity programs to ensure full team engagement
• Ensures adherence to the MDT Quality Systems
• This leader will also represent the company in accordance with its policies, maintaining an awareness of market and competitive conditions for strategic planning while reporting directly to the Regional Vice President of Sales

Benefits

• Medtronic offers a competitive Salary and flexible Benefits Package
• We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
• 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, and 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), and 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: Mid Level
• Number of Employees: 5,001-10,000 employees