Director of Strategic Accounts

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
The Director of Strategic Accounts (DSA) has leadership responsibility for developing and fostering the Administrative and C-Suite relationships at selected key strategic accounts. The individual will also cultivate relationships with clinical leaders, divisional leaders or chairs of relevant clinical areas. Each DSA will be responsible for driving Medtronic revenue and increasing Medtronic share and for coordinating hospital-specific strategies that match the breadth of Medtronic’s Enterprise product and service offerings.

The primary work will be partnering with the Regional Vice Presidents (RVP’s) and local sales leadership to promote cross-functional team collaboration to position Medtronic Enterprise and to evolve our value proposition to include solution offerings. The DSA will partner with the field to build a robust account plan, execute against that plan to identify mutually preferred partnerships with targeted strategic accounts and will make decisions that bring to bear the entire portfolio. This leader will also work to shift the conversation from traditional product sales to solutions that meet the customer’s strategic priorities.

Strategic Accounts are those accounts where Medtronic has identified an opportunity to explicitly develop a formal relationship that advances both parties mutual and unique interests. Some of these accounts are those accounts who are interested in evolving business models from fee-for-service to value based and are interested in a collaborative relationship with a medical technology company to advance this effort.

At Medtronic, we bring bold ideas forward with speed and decisiveness to put patients first in everything we do. This position is remote to enhance our competitive edge and expand our cross-functional collaboration efforts. This role will require 50% of travel to enhance collaboration and ensure successful completion of projects.

Responsibilities may include the following and other duties may be assigned.

• Lead the development and communication of the Medtronic Enterprise strategy to increase revenue and share in approximately 10 key strategic accounts

• Lead the strategy in collaboration with the RVPs, field team, and Operating Unit leadership to drive the Medtronic’s portfolio of products and solutions at select strategic accounts by aligning to the accounts’ areas of strategic interest and priority

• Identify opportunities to leverage Medtronic’s capabilities to help customers optimize Cost and Outcomes, Increase Patient Access and Improving Efficiencies

• Achieve fiscal year AOP targets. Consistently grow revenue in targeted accounts at a rate exceeding national market growth average

• Move strategic customers from current state to a trusted strategic partnership; formalize partnership through an agreement that is recognized across Medtronic and the account

• Build a strong Medtronic brand and relationship at the Service Line Administrator and C-Suite level within the flagship hospital and health system. Additionally, support the sales team in building internal relationships across all business units. Encourage OU sales teams to leverage individual physician relationships in Strategic Accounts

• Identify key customer needs and partner with the Strategic Solutions Director(s) (SSD) to acquire and coordinate appropriate resources to deliver and implement programs that drive unique value

• Work closely with the SSD (strategic solutions directors) to launch and lead execution of Neuroscience, Cardiovascular and MedSurg solutions into strategic accounts to address customer’s long term strategic imperatives and provide feedback to the internal organization on potential new solutions

• Provide leadership and subject matter expertise to the Medtronic field on the changing healthcare dynamics and the needs of the administrative customer. Proactively share best practices with the Strategic Alliances team.

• Collaborate with the RVPs to coach the DMs and local sales teams on strategic account management and solution-based selling that deliver economic value

• Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines

• Co-develop strategic or business plan that span Medtronic businesses, that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success

• Work closely with RVP/DM to develop the strategy and execution of contracts that leverage multiple businesses within Strategic Accounts. Drives incremental share and enterprise growth.

• Perform quarterly business reviews with Customer Supply Chain, Service Line and Physician Leadership.

• Ensure customer Solution ideas and requests are communicated internally. Pilots addressing current hospital pain points, patient challenges and chronic disease population management are most valuable

Must Have: Minimum Requirements

• Bachelor's degree required.

• Minimum of 10 years of relevant experience with 7+ years of managerial experience, OR an advanced degree with a minimum of 8 years of relevant experience with 7+ years of managerial experience.

Nice to Have

• MBA or master’s degree in marketing or communication

• Strong Strategic and Business Acumen skills. Understanding of P&L and customer financial statements

• 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

• Proven ability to successfully execute a complex sales process and interact with the C-Suite

Physical Job Requirements

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.