Strategic Accounts Director, CV Sales - Remote (USA)
About The Position
In this exciting role as a Director of Enterprise Accounts (DEA), you will establish trusted partnerships with our most important customers. You will have responsibility for developing Administrative and C-Suite relationships, and driving Medtronic product and service revenue and market share by developing specific strategies that leverage the breadth of Medtronic’s portfolio while delivering unique value to meet the account’s needs. This role will be accountable for cross functional team collaboration across the Operating Units, Service & Solutions functions and CoEs understanding the value of Medtronic products and services and negotiating on behalf of Medtronic. The 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 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. 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.
Requirements
- Bachelor's degree in business (preferably), science, medicine or equivalent
- Minimum of 10 years of relevant experience with 7+ years of managerial experience, or advanced degree with a minimum of 8 years of relevant experience with 7+ years of managerial experience.
- A valid driver's license is essential for this role
- Must possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.
Nice To Haves
- Direct experience in a Cardiovascular District Manager role
- Comprehensive knowledge of CV portfolio, including CRM or CAS
- 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
- 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 MANAGEMENT : 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
- Competitive Salary and flexible Benefits Package
- 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
Manager
