Strategic Accounts Director - Alliance Program (California)

Medtronic•Los Angeles, CA

1d•$200,000 - $200,000•Remote

About The Position

The Kaiser Alliance Program Director (MAP) will lead strategic account execution and business performance across the Kaiser Permanente system within the Region. This role is responsible for driving growth, executive engagement, contracting strategy, innovation adoption, and operational alignment across the Surgical portfolio while delivering a unified One Surgical customer experience. The role partners closely with Sales leadership, cross-functional business partners, and executive customer stakeholders to advance long-term strategic partnerships, accelerate commercial performance, and position Medtronic as a trusted enterprise partner within one of the nation’s most complex integrated delivery networks. We look for leaders who have a clear vision of where we are going and how to get there, bold inclusive thinkers who create new ideas and bring our best solutions forward to benefit our patients, business partners, and customers.

Requirements

Documented success within the Kaiser Permanente system, including demonstrated ability to navigate highly matrixed organizational structures, executive stakeholder alignment, and complex enterprise decision-making processes.
Documented track record of quota success and strategic account performance within complex contracting environments.
Proven experience managing executive customer relationships and influencing key stakeholders across large IDNs or integrated health systems.
Demonstrated ability to lead cross-functional teams and align internal stakeholders toward a common business strategy.
Proven ability to articulate and deliver economic value propositions to executive-level healthcare audiences including Supply Chain, Finance, Clinical, and C-Suite leaders.
Documented success with competitive conversions and business growth initiatives across strategic healthcare customers.
Demonstrated success balancing strategic account leadership with front-line commercial execution and people leadership responsibilities.
Proven ability to operate effectively within highly complex, matrixed organizations while driving accountability and execution.
Strong business, financial, analytical, and contracting acumen with the ability to leverage data to support strategic decision-making.
Established reputation for collaboration and partnership across Sales, Marketing, Finance, Contracting, Clinical, Legal, and Operations teams.
Executive Presence
Strategic Thinking and Business Acumen
Team Leadership & Talent Development
Relationship Management & Executive Influence
Cross-Functional Leadership
Exceptional Written and Verbal Communication
Bachelors degree required
Minimum of 10 years of medical device sales experience with a focus in leading contracting or equivalent consulting and/or leadership experience in healthcare or an advanced degree and minimum 8 years of medical device sales experience with a focus in leading contracting or equivalent consulting and/or leadership experience in healthcare
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.

Nice To Haves

MBA or master’s degree in marketing or communication
Strong Strategic and Business Acumen skills.
Understanding of P&L and customer financial statements
Proven ability to successfully execute a complex sales process and interact with the C-Suite
Experience in reading, analyzing and writing strategic plans and proposals with customers
Proven ability as a leader in defining and developing business or markets
Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management and customers
Excellent verbal, written and presentation communication skills – especially executive presence and C-Suite presentation and sales experience
Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts
High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities
High performer in current and previous roles
Strong negotiating skills
In depth knowledge of healthcare industry, environment and GPOs/IDNs

Responsibilities

Lead the day-to-day strategic execution and overall business performance across the Kaiser Permanente account within the Southwest Region.
Lead and develop a high-performing sales organization consisting of full-line Surgical Account Managers (SAM) and Surgical Onsite Specialists (SOS), providing coaching, talent development, performance management, and organizational leadership across the Kaiser team.
Drive accountability and execution across the Kaiser organization through field engagement, strategic coaching, performance management, forecasting accuracy, and disciplined operational leadership.
Drive growth across the Surgical portfolio through strategic account planning, contracting execution, conversion management, and executive stakeholder engagement.
Develop and maintain strong relationships with Kaiser executives, supply chain leaders, clinicians, and operational stakeholders to strengthen long-term partnership alignment.
Lead and develop a high-performing sales organization, providing coaching, performance management, talent development, and organizational leadership across the Kaiser team.
Partner closely with the Regional Vice President and Senior Director, Strategic Accounts to align long-term strategy, customer priorities, and business continuity initiatives.
Execute enterprise account strategies that support account security, competitive conversions, growth initiatives, and innovation adoption across the Surgical portfolio.
Influence and coordinate cross-functional teams including Sales, Marketing, Finance, Contracting, Clinical, Operations, and Supply Chain to address customer priorities and accelerate business opportunities.
Conduct executive business reviews, strategic planning sessions, and operational discussions with internal leadership and customer stakeholders.
Lead complex negotiations, contracting discussions, and issue resolution efforts while balancing customer objectives and business performance goals.
Prepare, analyze, and implement contract strategy, pricing initiatives, compliance measures, business reviews and performance metrics to improve contract health and business outcomes.
Leverage the power of the One Surgical strategy to differentiate Medtronic from competitors and expand access for growth platforms and strategic initiatives.
Maintain strong understanding of healthcare economics, reimbursement trends, IDN strategy, GPO dynamics, and competitive market activity impacting the Kaiser business.