Medtronic Plc
Director Of Enterprise Accounts
At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You'll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world. 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 us work together to address universal healthcare needs and improve patients' lives. Help us shape the future. In this exciting role as a Director of Enterprise Accounts (DEA), you will establish trusted partnerships with our most important customers. You will have responsibility for developing Administrative and C-Suite relationships, and driving Medtronic product and service revenue and market share by developing specific strategies that leverage the breadth of Medtronic's portfolio while delivering unique value to meet the account's needs. This role will be accountable for cross functional team collaboration across the Operating Units, Service & Solutions functions and CoEs understanding the value of Medtronic products and services and negotiating on behalf of Medtronic. The Director of Enterprise Accounts will also be responsible for understanding their assigned account's strategic priorities and providing solutions to meet customer needs. A day in the Life (Responsibilities) Develop and maintain the Medtronic business strategic relationship at the Senior/C-Suite level with strategic accounts, identifying and ensuring execution on co-developed and/or agreed upon account plans, projects and solutions. Responsible for building and leading high performance account teams and managing account level operating mechanisms. Responsible for account/customer plans for targeted strategic accounts/customers that deliver expected growth objectives for the Medtronic portfolio in region. In addition to financial targets, plans need to deliver significant customer value and improve customer experience. Responsible for local insight gathering, competitive tracking and market share checking and collation. Work in strong collaboration and partnership with local OUs, Service & Solutions, and other Medtronic stakeholders and other DEA colleagues from other portfolios to lead change and maximize opportunities to designated enterprise accounts. Accountable for pricing and tender management, for the targeted strategic account(s)/customers and for the achievement of account/customer KPI's, AOP planning & execution. Maintain accurate and up to date account/customer plans in SFDC, prepare progress reports for internal and external stakeholders and might participate in quarterly business reviews internally and externally. Identify opportunities to leverage Medtronic's capabilities to help customers optimize cost and outcomes, increase patient access, and improve efficiencies. Must Haves Experiences Bachelor's degree in business (preferably), science, medicine or equivalent Minimum of 10 years relevant sales experience for a bachelor's degree or minimum 8 years with an advanced degree. Business management experience in senior and complex roles. Previous experience working in a regulated industry in Medical Device, Healthcare or Pharma in a multinational environment with a significant matrix component Ability to travel up to 50% of the time, as needed Key Capabilities CUSTOMER & MARKET KNOWLEDGE: Deep understanding of Medtronic portfolio and trends in terms of outpatient treatment, alternative site care, etc. Able to anticipate changes and help to address unmet customers' needs. Deep commercial and strategic acumen to deal with more sophisticated customers to develop and close long-term value-added deals LEADERSHIP AND RELATIONSHIP MANAGEMENT: Able to develop and establish long term strategic relationships and alliances with key internal and external stakeholders (C-Suite, account teams and Medtronic /Customer resources). High personal agility & adaptability, profound experience in large scale organizational change NON-CLINICAL STAKEHOLDER MANAGEMENT: Able to establish effective relationship with customers' administration decision makers, articulate value propositions to match emerging consumer needs and establish long term partnership VALUE CO-CREATION AND DELIVERY: Ability to co-create value offerings customized on customers' needs, deliver accelerated growth, and improve customer experience, leveraging Service & Solutions, OUs & functions offering and capabilities PROJECT MGNT: Able to manage large and complex projects and to negotiate and gain cooperation involving different internal and external stakeholders who may have different divergent objectives. Excellent communication, influencing, collaboration and problem-solving skills The position offers: AUTONOMY in drafting added value long term offerings matching customers' needs ENTREPRENEURSHIP owning Enterprise Accounts and their results SENIOR EXPOSURE internally at Medtronic (top leadership) as well as externally (C-Suite) HORIZONTAL THERAPY KNOWLEDGE: opportunity to develop deep understanding of the entire Medtronic product/therapy/S&S portfolio INNOVATION in building Medtronic business future to create value, deliver accelerated growth and improve customer experience 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 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. Benefits & Compensation Medtronic offers a competitive Salary and flexible Benefits Package. 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. Salary ranges for U.S (excl. PR) locations (USD): $220,000 - $230,000 This position is eligible for an annual long-term incentive plan. The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others). The following benefits and additional compensation are available to those regular employees who work 20+ hours per week: Health, Dental and vision insurance, Health Savings Account, Healthcare Flexible Spending Account, Life insurance, Long-term disability leave, Dependent daycare spending account, Tuition assistance/reimbursement, and Simple Steps (global well-being program). The following benefits and additional compensation are available to all regular employees: Incentive plans, 401(k) plan plus employer contribution and match, Short-term disability, Paid time off, Paid holidays, Employee Stock Purchase Plan, Employee Assistance Program, Non-qualified Retirement Plan Supplement (subject to IRS earning minimums), and Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums). Regular employees are those who are not temporary, such as interns. Temporary employees are eligible for paid sick time, as required under applicable state law, and the Employee Stock Purchase Plan. Please note some of the above benefits may not apply to workers in Puerto Rico.
At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You'll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world. 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 us work together to address universal healthcare needs and improve patients' lives. Help us shape the future. In this exciting role as a Director of Enterprise Accounts (DEA), you will establish trusted partnerships with our most important customers. You will have responsibility for developing Administrative and C-Suite relationships, and driving Medtronic product and service revenue and market share by developing specific strategies that leverage the breadth of Medtronic's portfolio while delivering unique value to meet the account's needs. This role will be accountable for cross functional team collaboration across the Operating Units, Service & Solutions functions and CoEs understanding the value of Medtronic products and services and negotiating on behalf of Medtronic. The Director of Enterprise Accounts will also be responsible for understanding their assigned account's strategic priorities and providing solutions to meet customer needs. A day in the Life (Responsibilities) Develop and maintain the Medtronic business strategic relationship at the Senior/C-Suite level with strategic accounts, identifying and ensuring execution on co-developed and/or agreed upon account plans, projects and solutions. Responsible for building and leading high performance account teams and managing account level operating mechanisms. Responsible for account/customer plans for targeted strategic accounts/customers that deliver expected growth objectives for the Medtronic portfolio in region. In addition to financial targets, plans need to deliver significant customer value and improve customer experience. Responsible for local insight gathering, competitive tracking and market share checking and collation. Work in strong collaboration and partnership with local OUs, Service & Solutions, and other Medtronic stakeholders and other DEA colleagues from other portfolios to lead change and maximize opportunities to designated enterprise accounts. Accountable for pricing and tender management, for the targeted strategic account(s)/customers and for the achievement of account/customer KPI's, AOP planning & execution. Maintain accurate and up to date account/customer plans in SFDC, prepare progress reports for internal and external stakeholders and might participate in quarterly business reviews internally and externally. Identify opportunities to leverage Medtronic's capabilities to help customers optimize cost and outcomes, increase patient access, and improve efficiencies. Must Haves Experiences Bachelor's degree in business (preferably), science, medicine or equivalent Minimum of 10 years relevant sales experience for a bachelor's degree or minimum 8 years with an advanced degree. Business management experience in senior and complex roles. Previous experience working in a regulated industry in Medical Device, Healthcare or Pharma in a multinational environment with a significant matrix component Ability to travel up to 50% of the time, as needed Key Capabilities CUSTOMER & MARKET KNOWLEDGE: Deep understanding of Medtronic portfolio and trends in terms of outpatient treatment, alternative site care, etc. Able to anticipate changes and help to address unmet customers' needs. Deep commercial and strategic acumen to deal with more sophisticated customers to develop and close long-term value-added deals LEADERSHIP AND RELATIONSHIP MANAGEMENT: Able to develop and establish long term strategic relationships and alliances with key internal and external stakeholders (C-Suite, account teams and Medtronic /Customer resources). High personal agility & adaptability, profound experience in large scale organizational change NON-CLINICAL STAKEHOLDER MANAGEMENT: Able to establish effective relationship with customers' administration decision makers, articulate value propositions to match emerging consumer needs and establish long term partnership VALUE CO-CREATION AND DELIVERY: Ability to co-create value offerings customized on customers' needs, deliver accelerated growth, and improve customer experience, leveraging Service & Solutions, OUs & functions offering and capabilities PROJECT MGNT: Able to manage large and complex projects and to negotiate and gain cooperation involving different internal and external stakeholders who may have different divergent objectives. Excellent communication, influencing, collaboration and problem-solving skills The position offers: AUTONOMY in drafting added value long term offerings matching customers' needs ENTREPRENEURSHIP owning Enterprise Accounts and their results SENIOR EXPOSURE internally at Medtronic (top leadership) as well as externally (C-Suite) HORIZONTAL THERAPY KNOWLEDGE: opportunity to develop deep understanding of the entire Medtronic product/therapy/S&S portfolio INNOVATION in building Medtronic business future to create value, deliver accelerated growth and improve customer experience 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 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. Benefits & Compensation Medtronic offers a competitive Salary and flexible Benefits Package. 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. Salary ranges for U.S (excl. PR) locations (USD): $220,000 - $230,000 This position is eligible for an annual long-term incentive plan. The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others). The following benefits and additional compensation are available to those regular employees who work 20+ hours per week: Health, Dental and vision insurance, Health Savings Account, Healthcare Flexible Spending Account, Life insurance, Long-term disability leave, Dependent daycare spending account, Tuition assistance/reimbursement, and Simple Steps (global well-being program). The following benefits and additional compensation are available to all regular employees: Incentive plans, 401(k) plan plus employer contribution and match, Short-term disability, Paid time off, Paid holidays, Employee Stock Purchase Plan, Employee Assistance Program, Non-qualified Retirement Plan Supplement (subject to IRS earning minimums), and Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums). Regular employees are those who are not temporary, such as interns. Temporary employees are eligible for paid sick time, as required under applicable state law, and the Employee Stock Purchase Plan. Please note some of the above benefits may not apply to workers in Puerto Rico.