Vascular Strategic Accounts Director - USA

Medtronic•Minneapolis, MN

2d•$150,000•Onsite

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 US Strategic Acct Dir. will oversee the development, evolution, and implementation of the Sales strategy, large account management process and negotiation roadmaps for new technology and existing OU portfolio of products. The Director will develop partnerships with large medical groups and hospital IDN networks to drive long term strategic partnerships for the MDT CV OU to drive attainment of short and long-term business results.

Requirements

Bachelor’s degree with 10 years’ experience managing and negotiating within the largest IDN’s and GPO’s in the US Market and 7+ years direct or indirect managerial or matrix leadership experience.
Or advanced degree with a minimum of 8 years relevant experience and 7+ years of managerial experience.
For sales reps and other patient facing field employees, going into a healthcare setting is considered an essential function of the job and we expect our employees to comply with all credentialing requirements at the hospitals or clinics they support.
Proficiency in Microsoft Outlook, Excel, Word, and PowerPoint.

Nice To Haves

Intermediate to advance formal training in negotiation strategy and large account management.
Must bring excitement and passion for PVH and an appreciation for an ever-evolving marketplace.
MBA preferred.
Experience in Finance, Pricing Strategy and or Compliance.
Direct experience developing, implementing, and leading a national or global service operations field organization.
Medtronic experience in role that interacts with CVG commercial organizations.
Knowledge of Medtronic and/or other industry management service coverage requirements and compliance processes.
Knowledge of local Medtronic and/or PVH OU customer base.
Experience in sales, marketing, training, healthcare, technical services or related areas in the medical device industry.
Demonstrated business acumen.
Demonstrated leadership skills involving coaching and employee development.
Capable of critical/strategic thinking; ability to execute strategy.
Training and experience with Lean Sigma principles.
Knowledge in Microsoft Word, Power Point/Excel and Outlook software application.

Responsibilities

Develop and manage PVH opportunities proactively in large strategic accounts, and corporate accounts.
Understand the process of collaboration with the existing strategic account organization.
Develop value and differentiation with Key Stakeholders, Executives, and C-Suite in the CV space.
Prioritize new business development opportunities that directly align to established strategies and product lines of the OU and present to senior management.
Create and drive contract tracking metrics and implementation strategies for the sales team to execute revenue expectations.
Design and implement customer contract review cadence.
Analyze accounts to understand total addressable opportunities and specific activity leveraging the funnel into revenue opportunities.
Negotiate and oversee development of PVH contracts for compliance, terms and conditions, renewals and extensions.
Coordinate with clinical experts, marketing, and senior leadership to develop and implement innovative business proposals, programs and concepts.
Building the go to market negotiation and pricing strategy for Regional and National IDN’s, GPO’s and Aggregations in the US Market.
Build and support the negotiation strategy for large multi-regional and national systems and well as smaller systems.
Work closely with key stakeholders in the field and the commercial marketing organization of the OU to develop and implement strategies to accelerate prospecting and new business growth.
Communicating clinical and economic value to healthcare professionals, hospital administrators, and C-suite executives.
Manages multiple functions that includes multiple teams led by directors, managers and/or supervisors.
Provides clear strong leadership on organizational strategy & future direction.
Performs work without appreciable direction.
Focus on driving results.
Leads the development of the strategy for new technology launches for PVH.
Accountable for achievement of key AOP goals.
Champions and develops large account management strategies to optimize PVH leadership relationships within major US health systems.
Ability to navigate the clinical, operational, and financial channels of a complex sale to drive closure across the entire portfolio of products.
Develops barriers to entry to defend high share partnerships to defend revenue.
Develops innovative strategies to break competitive contracts and gain growth through negotiations and leverage.
Identifies, initiates, establishes and develops long term strategic relationships and alliances with key organizational stakeholders & external partners.
Serves as spokesperson for the new technology Sales Strategy to internal stakeholders in partner OU’s and the Strategic Account Organization; makes recommendations to leadership regarding strategy & direction.
Capable of strong internal communication strategies that drive alignment around sales execution and contract management to optimize growth and share gains.
Supports and guides the Strategy & Planning function that includes multiple teams led by directors and/or senior managers in the US market.
Partners with field leadership to support and develop best practices in large account management and contract optimization.
Works in a matrixed leadership role to drive successful negotiations and account management strategies.
Exhibits advanced management and leadership knowledge to lead cross-department project teams and ability to manage across multiple functions.
Has achieved mastery within strategy, architecture, and strategic partnerships within large US IDN’s, GPO’s and aggregations.
Deep core knowledge of internal stakeholder and the ability to build relationships that support the PVH vision.
Must have a proven track record in negotiating leveraged and complex contracts in large US systems.

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 (subject to IRS earning minimums)
Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)