Director, Corporate Accounts - Restorative Therapies Group

Director, Corporate Accounts - Restorative Therapies Group
Careers That Change Lives
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.
Position Description
The Director, Corporate Accounts has leadership responsibility for developing and implementing regionally and locally-based contracts that support the RTG's sales, growth and strategic objectives for assigned national or multi-regional IDN & GPO accounts. Partners with Sales Representatives, District Managers and Regional VPs to develop strategies and tactics that support revenue and market share growth in targeted IDNs, health systems, and GPO membership. Other key responsibilities include: field contract introduction, contract implementation, contract execution, cross-functional team building, development of contracting strategy, leading negotiations, the education and positioning of value offering, managing pricing integrity and protecting margins.
A Day in the Life
Develops and implements contracting strategies for national health systems, multi-regional IDNs, and GPO accounts that are consistent with RTG objectives and support RTG sales strategies.
Aligning with RTG Business Unit leaders and their goals and objectives; drive coordination and alignment on decisions for accounts that materially impact business unit revenue
Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines
Identify opportunities to leverage Medtronic's capabilities to help customers optimize Cost and Outcomes, Increase Patient Access and Improving Efficiencies
Works collaboratively with sales leadership, regional vice presidents of sales (RVP's) district managers, and reps to ensure contracting strategies are well informed, well understood and supported by the local sales team
Develops and manages the relationship with key supply chain and clinical decision makers, and influential administrative leaders in assigned accounts.
Works to advance RTG's position in accounts away from a transactional vendor towards a strategic partner; leverages and helps develop novel contracting strategies and leverages RTG's resources to expand the context of the relationship.
Negotiates and manages contracts with key customers.
Maximizes contract profitability and share gain through developing geographical and customer segmentation strategies.
Introduce and educate sales team and leadership on contracts and amendments.
Performs quarterly business reviews with customers; ensures broad participation of stakeholders at the account that expands beyond supply chain
Provides leadership and direction for all RFPs within specified accounts.
Ensures that corporate sales strategies are designed to support quota attainment and revenue growth
Provides coaching, guidance and support to the sales organization on the execution of corporate sales strategies and best practices.
Ensures that pricing integrity is maintained across the region and consistent with national strategies.
Must Have: Minimum Requirements
Bachelor's degree
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
In depth knowledge of healthcare industry, environment and GPOs/IDNs
Nice to Have
MBA or Master's Degree in Marketing or Communications
Strong negotiating and presentation skills
Proven ability to successfully execute a complex sales process and interact with high level leaders within customer environment
Excellent verbal, written and presentation communication skills - especially executive presence
Strong Strategic and Business Acumen skills. Understanding of P&L and customer financial statements
Strong understanding of healthcare environment, reform and drivers of change within health systems
Ability to travel ( 50%+)
Experience in reading, analyzing and writing strategic plans and proposals with customers
Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management and customers
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
Previous experience in Medical Device Corporate Sales working across multiple product lines
About Medtronic
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.
We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let's work together to address universal healthcare needs and improve patients' lives. Help us shape the future.
Physical Job Requirements
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.
The physical demands described within the Day in the Life 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.
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.
This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees

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