Sr Regional Sales Manager - Robotic Surgical Technologies (West)
About The Position
Medtronic is a global leader in healthcare technology with a Mission to alleviate pain, restore health, and extend life. Our 95,000 employees work across more than 150 countries to put patients first — developing innovative medical technologies that improve the lives of 72+ million patients each year. Your unique talents will help shape the future of healthcare while building a career grounded in purpose, growth, and impact. This is a remote position, but the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role. Medtronic is entering the market of soft-tissue Robotic Assisted Surgery (RAS). With over 70 years’ experience serving customers with market leading surgical innovations, the addition of Hugo RAS will round out a complete surgical ecosystem across open, laparoscopic, robotic and digital surgery solutions. To bring this technology to market, we are seeking a Senior Regional Sales Manager (SRSM) who will lead a team of capital sales specialists, directly responsible for selling the Medtronic Hugo™ Robotic Assisted Surgery System, consumable end effectors and service within one of our US regions. This role requires several skills including managing and coaching to complex executive level large capital sales processes, expert level understanding of micro/macro factors influencing customers’ organizational objectives, strong negotiation and contract development skills, a track record of successful people leadership and an ability to work cross functionally to achieve organizational metrics of success. The geographic area for this role is the West Region of the United States; California, Arizona, Colorado & Texas. Candidates are expected to reside within this market for this field-based role. Proximity to a major airport within the mentioned region is the ideal location. The SRSM reports to the US Director of Sales for the US.
Requirements
- Bachelors degree required
- Minimum of 7 years of capital sales experience in a healthcare environment, with a minimum of 3 years of people leadership, or advanced degree with a minimum of 5 years of capital sales experience in a healthcare environment, with a minimum of 2 years of people leadership
- Valid driver's license is essential for this role.
- Reside within the territory (West Region of the United States; California, Arizona, Colorado & Texas).
Nice To Haves
- Minimum of 5 years relevant experience in building/leading sales teams in long cycle negotiations
- Experienced in building high performance teams- recruiting top talent, setting cultural expectations of excellence and developing others to achieve their personal and professional ambitions
- Expert in the world of surgery, possess active and deep know-how about open, minimal invasive and robotic assisted surgery.
- Skilled in developing strategic plans and aligning strategy with the lead/lag measures for success
- Ability to express complex ideas with clarity, logic and focus on the audience receptivity
- Positive and influential to both customers in their buying process and internal partners in their collaboration experience with you
- Coachable and open to feedback with a track record of growth
- Proximity to a major airport within the mentioned region is the ideal location.
Responsibilities
- Lead a team of capital sales specialists, directly responsible for selling the Medtronic Hugo™ Robotic Assisted Surgery System, consumable end effectors and service within one of our US regions.
- Manage and coach to complex executive level large capital sales processes.
- Develop and strengthen long-term relationships with stakeholders including hospitals, physicians, and Radiology and Surgical personnel.
- Pursue leads, assess needs and provide product services to maximize the benefits derived from Medtronic's Medical/Scientific Equipment products and/or services.
- Conduct and/or evaluate market research including customers and competitors activities.
- Develop and/or implement market development plans/strategies and changes as needed.
- Assess customer needs and feedback regarding new products and/or modifications to existing products and communicate to internal stakeholders including R&D, Operations and Marketing.
- Lead commercial opportunity reviews and manage with discipline the SPANCO sales methodology in your region.
- Actively coach and develop the talented individuals in your team.
- Engage with surgeon teams and KOLs to develop opportunities for expansion of robotic assisted surgery.
- Engage and convince budget-holders and executives in leading hospitals by jointly developing business cases and total cost of ownership (TCO) comparisons and cost per procedure analysis to support making informed decisions regarding the purchase and use of the Medtronic Hugo™ Surgical Robotic System.
- Structure and develop presentations, pitches, proposals and contracts.
- Act as lead negotiator in the most complex negotiations.
- Close meaningful contracts and celebrate success.
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
