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RTG Strategic Accounts Director

POSITION DESCRIPTION:
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 restorative therapies group (RTG) 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 RTG 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. Each DSA will manage a portfolio of Strategic Accounts and at least one Signature Account. Strategic Accounts are those accounts where RTG has identified an opportunity to explicitly develop a formal relationship that advances both parties mutual and unique interests. Signature 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.
POSITION RESPONSIBILITIES:
Lead the development and communication of the Medtronic RTG strategy to increase revenue and share in approximately 10 key strategic accounts
Lead the strategy in collaboration with the RVP, field team, and Business Unit leadership to drive the Medtronic RTG 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 RTG 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 RTG business units. Encourage RTG BU 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 RTG solutions into strategic accounts to address customer's long term strategic imperatives and provide feedback to the internal organization on potential new solutions
Develop and lead RTG's competency in solution-based sales
Provide leadership and subject matter expertise to the RTG 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 RTG 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 RTG contracts that leverage multiple businesses within Strategic Accounts. Drives incremental share and profitable growth.
Perform quarterly business reviews in collaboration with the RTG management team in the Strategic Accounts; include broad range of non-supply chain leadership at each business review
Support quarterly business review efforts with regional RTG business units and local sales teams
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
BASIC QUALIFICATIONS:
Bachelor's Degree
Minimum 10 years of sales experience or equivalent consulting and/or leadership experience in healthcare or an advanced degree and minimum 8 years of sales experience or equivalent consulting and/or leadership experience in healthcare
Minimum 5 years of sales leadership experience or consultative selling experience in medical device or healthcare administration
Ability to travel ( 50%)
DESIRED/PREFERRED QUALIFICATIONS (optional):
MBA or master's degree in marketing or communications
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 below 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.
While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to stand; walk; and use hands to finger, handle, or feel objects, tools, or controls. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision and distance vision.
The noise level in the work environment is usually quiet to moderate
ABOUT MEDTRONIC
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.
We can 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.
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
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

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