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Sr Director, Strategic Accounts CVG

POSITION DESCRIPTION:
The Senior Director of Strategic Accounts has leadership responsibility for developing the Administrative and C-Suite relationships at key strategic accounts, driving Medtronic revenue and share and for coordinating hospital-specific strategies that match the unique breadth of Medtronic's cardiac and vascular-related product and service offerings Additionally, this will be balanced with responsibility for the development and deployment of contractual relationships, lead negotiations, managing pricing integrity and protecting margins.
Partners with District Managers and Regional VPs and AVPs to develop strategies and tactics that support revenue and market share growth in assigned accounts. This individual will also be a leader on the team to help the organization shift the conversation from traditional product sales to solutions and alignment that meet the customer's strategic priorities.
TEAM LEADERSHIP:
Coach, develop and manage their Strategic Accounts team to flawlessly execute the CVG strategic account management strategy to include development of C-Suite and Administrative relationships and deliver value offerings and solutions that meet our customer's needs.
Ensure the Strategic Accounts team is effectively creating strategic partnerships internally and externally, utilizing available tools and collaborating with the field management team.
In collaboration with leaders, Finance and Marketing, define strategy and set clear objectives for the team. Establish key metrics to measure performance.
STRATEGIC ALIGNMENT RESPONSIBILITIES:
Lead the development and communication of the Medtronic CVG strategy to increase revenue and share in approximately 5 key strategic accounts
Lead the strategy in collaboration with the AVP, RVP, field team, and Business Units to drive the Medtronic CVG portfolio of products and solutions at select strategic accounts by optimizing Cost and Outcomes, Increase Patient Access and Improving Efficiencies align with account priorities
As a Senior Director of Strategic Accounts, will serve as key resource for special projects and participate routinely in customer program development initiative (i.e. Core Teams)
Move strategic customers from current state to a trusted strategic partnership
Build a strong Medtronic brand and relationship at the CV Administrator and C-Suite level within the flagship hospital and health system. Additionally, support the sales team in building internal relationships across all CVG business unites. Encourage CVG BU sales teams to leverage individual physician relationships in Strategic Accounts
Identify key customer needs and partner with the Solution Specialists to acquire and coordinate appropriate resources to deliver and implement programs that drive unique value
Work closely with the Solution Specialists to launch and lead execution of CVG solutions into strategic accounts to address customer's long term strategic imperatives and provide feedback to the internal organization on potential new solutions.
COMMERCIAL CONTRACTING RESPONSIBILITIES:
Develops and implements area contracting strategies for strategic IDNs that are consistent with corporate objectives and support corporate sales strategies
Develops and manages the relationship with key supply chain and clinical decision makers in all IDNs and with key hospitals systems
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 key IDNs and hospital customers
Supports quarterly business review efforts with regional offices and local sales teams
Provides leadership and direction for all RFPs for identified strategic IDNs
Ensures that strategic accounts alignment and sales strategies are designed to support quota attainment and revenue growth
Provides coaching, guidance and support to the sales organization on the execution of strategic accounts alignment and sales strategies and best practices
Trains and develops regional sales leadership on negotiation skills in partnership with Sales Training and other key internal partners
Ensures that pricing integrity is maintained across the region and consistent with national strategies
BASIC QUALIFICATIONS:
Bachelor's Degree and minimum of 15 years of sales or equivalent consulting experience in healthcare with 10+ years of managerial experience, or advanced degree with a minimum 13 years of relevant experience and 10+ years of managerial experience
DESIRED/PREFERRED QUALIFICATIONS (optional):
MBA or Master's Degree in marketing or communications
In depth knowledge of healthcare industry, environment and GPOs/IDNs
Previous sales leadership experience or consultative selling experience in medical device or healthcare administration
Strong Strategic and Business Acumen skills. Understanding of P&L and customer business proformas
Strong negotiating skills
Proven ability to successfully execute a complex sales process and interact with the C-Suite
Ability to travel ( 30%)
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
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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