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Careers that Change Lives
The Surgical Operating Unit (or business) strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions across the care continuum. Be a part of a company that thinks differently to solve problems, make progress, and deliver meaningful innovations.
The Director, Strategic Customer Engagement located in the Midwest Region will develop sustainable strategic relationships with healthcare executives at targeted IDN’s, GPO’s and Key Accounts to maximize effectiveness, driving growth and security through scope, scale, and execution, positioning Medtronic as the most comprehensive provided of MIS technologies.
We look for leaders who have a clear vision of where we are going and how to get there, bold inclusive thinkers who create new ideas and bring our best solutions forward to benefit our patients, business partners, and customers.
Day in the Life
This position will drive strategy across targeted U.S. Surgical IDNs, GPOs and Key Accounts, develop & coordinate an aligned tactical execution plan, to drive ONE Surgical
Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
Identify, develop and own the relationships with key executive, economic and clinical decision makers
Lead the execution of IDN contracting and leadership engagement strategy within selected targets through close collaboration and partnership with Sales leadership
Prepare, analyze and implement contract strategy terms and conditions, compliance, and metrics to improve contract health
Drive growth through disciplined and creative contracting across ONE Surgical
Conduct business planning activities and reviews with key IDN customer base, field sales and leadership
Leverage the power of the ONE Surgical strategy by differentiating Medtronic from competitors and providing access for growth platforms
Establish a consolidated, consistent strategy to achieve account SECURITY, CONVERSION, and GROWTH within the defined accounts
Effective conversion pipeline management
In order to be successful in this role, you will have the following:
Documented track record of quota success in complex contracting role (or role with heavy contracting responsibility)
Documented track record gaining access to and developing relationship with executive stakeholders
Proven ability to engage to clearly articulate economic value story with C-Suite of hospital administration (CFO’s, CEO’s)
Documented track record of examples illustrative of (1) securing key business, (2) converting key business and (3) growing key business
Established reputation for partnership across critical job functions including but not limited to finance, sales analytics, legal, clinical support
Proven track record of leading and building cross-functional teams to a common goal with share accountability (Example: across sales, field leader, clinical support)
Skills and Attributes
Executive Presence (Proven ability to present complex information to senior level audience)
Exceptional Written and Verbal Communication Skills (Proven ability with real life examples of customer communications)
Managerial Courage (Real life examples confronting difficult partnership situations to obtain desired outcome)
Analytical and Financial Acumen (Proven existing knowledge of how and what data to leverage in key contracting situations; Navigation and applications of analytics)
Ability to gain followership AND drive accountability at the same time with key and internal and external (customer) partners
#SurgicalOUnowhiring_
Must Have: Minimum 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
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
Proven ability to successfully execute a complex sales process and interact with the C-Suite
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
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.
Salary and benefits
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage. Learn more about our benefits here (http://benefits.medtronic.com/) .
The provided base salary range is used nationally in the United States (except in Puerto Rico and certain CA locations). The rate offered is compliant with federal/local regulations and may vary by experience, certification/education, market conditions, location, etc.
This position is eligible for a short-term incentive plan. Learn more about Medtronic Incentive Plan (MIP) here .
In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards her e
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. (ADA-United States of America)
Min Salary
200000
Max Salary
200000
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.