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
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

Bachelor's degree required
Minimum of 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
Documented track record of quota success in complex contracting role (or role with heavy contracting responsibility)
Documented account results across key IDNs within territory
Recommended residential location within core of territory
Documented IDN, GPO, and executive-level negotiation experience utilizing Medtronic resources and cross functional partners
Documented track record driving performance results at the account and alignment level
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)
Proven ability to deliver comprehensive IDN business performance review
Documented track record of examples illustrative of (1) securing key business, (2) converting key business and (3) growing key business
Proven track record of driving influence and close collaboration with senior sales leadership
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

Director of Strategic Accounts – Surgical

Key skills