Senior Director, US Sales Strategy - CRDN
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.
A Day in the Life
The Sr. Director, CRDN US Sales Strategy will oversee the development, evolution, and implementation of the Sales strategy, large account management process and negotiation roadmaps for new technology and existing OU portfolio of products. The Senior Director will develop partnerships with large medical groups and hospital IDN networks to drive long term strategic partnerships for the MDT CV OU to drive attainment of short and long-term business results. The position reports to the Vice President of Sales for CRDN, US market.Role can be located anywhere in the US
RESPONSIBILITIES
- Develop and manage CRDN opportunities in large strategic accounts, and corporate accounts. Understand the process of collaboration with the existing strategic account organization
- Develop value and differentiation with Key Stakeholders, Executives, and C-Suite in the CV space.
- Prioritize new business development opportunities that directly align to established strategies and product lines of the OU and present to senior management.
- Analyze accounts to understand total addressable opportunities and specific activity leveraging the funnel into revenue opportunities.
- Negotiate and oversee development of CV contracts for compliance, terms and conditions, renewals and extensions.
- Coordinate with clinical experts, marketing, and senior leadership to develop and implement innovative business proposals, programs and concepts.
- Building the go to market negotiation and pricing strategy for Regional and National IDN’s, GPO’s and Aggregations in the US Market.
- Build and support the negotiation strategy for large multi-regional and national systems and well as smaller systems
- Work closely with key stakeholders in the field and the commercial marketing organization of the OU to develop and implement strategies to accelerate prospecting and new business growth.
- Communicating clinical and economic value to healthcare professionals, hospital administrators, and C-suite executives.
- Working in a matrixed environment to build regional strategies with the ASD’s and their teams to drive CRDN growth.
Role Competency Expectations:
Autonomy
- Manages multiple functions that includes multiple teams led by directors, managers and/or supervisors
- Provides clear strong leadership on organizational strategy & future direction
- Performs work without appreciable direction
- Focus on driving results
- Leads the development of the strategy for new technology launches for CRDN
- Accountable for achievement of key AOP goals
- Management authority
Innovation & Complexity
- Champions and develops large account management strategies to optimize CRDN leadership relationships within major US health systems.
- Ability to navigate the clinical, operational, and financial channels of a complex sale to drive closure across the entire portfolio of products.
- Develops barriers to entry to defend high share partnerships to defend revenue.
- Develops innovative strategies to break competitive contracts and gain growth through negotiations and leverage.
Communication & Influence
- Identifies, initiates, establishes and develops long term strategic relationships and alliances with key organizational stakeholders & external partners
- Serves as spokesperson for the new technology Sales Strategy to internal stakeholders in partner OU’s and the Strategic Account Organization; makes recommendations to leadership regarding strategy & direction
- Capable of strong internal communication strategies that drive alignment around sales execution and contract management to optimize growth and share gains.
Leadership & Talent Management
- Supports and guides the Strategy & Planning function that includes multiple teams led by directors and/or senior managers in the US market
- Partners with field leadership to support and develop best practices in large account management and contract optimization
- Works in a matrixed leadership role to drive successful negotiations and account management strategies
Knowledge & Experience
- Exhibits advanced management and leadership knowledge to lead cross-department project teams and ability to manage across multiple functions
- Has achieved mastery within strategy, architecture, and strategic partnerships within large US IDN’s, GPO’s and aggregations.
- Deep core knowledge of internal stakeholder and the ability to build relationships that support the CRDN vision.
- Must have a proven track record in negotiating leveraged and complex contracts in large US systems.
Must Have: Minimum Requirements:
- Bachelor's degree
- 15+ (13+ with advanced degree) years of combined experience in medical sales, sales ops, business development, marketing.
- Experience managing and negotiating within the largest IDN’s and GPO’s in the US Market.
- 8+ years of both direct managerial and matrix leadership experience.
- Ability to travel 60%+
Nice to have: Preferred Qualifications
- MBA or MA in marketing or communications preferred
- Advanced formal training in negotiation strategy and large account management.
- Must bring excitement and passion for CRDN and an appreciation for an ever-evolving marketplace
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.
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. The base salary represents approximately [Enter % from comp table column "N"] of the total target compensation. Incentive payout varies by product(s) sold, procedure(s), and/or achievement of sales revenue goals in an assigned geography.
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.
Further details are available at the link below:
Medtronic benefits and compensation plans
About Medtronic
We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 95,000+ passionate people.
We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.
Learn more about our business, mission, and our commitment to diversity here.
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.
If you are applying to perform work for Medtronic, Inc. (“Medtronic”) in any position which will involve performing at least two (2) hours of work on average each week within the unincorporated areas of Los Angeles County, you can find here a list of all material job duties of the specific job position which Medtronic reasonably believes that criminal history may have a direct, adverse and negative relationship potentially resulting in the withdrawal of a conditional offer of employment. Medtronic will consider for employment qualified job applicants with arrest or conviction records in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.
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At Medtronic, we’re not just about healthcare; we're about championing access to healthcare for all, and as the Senior Director of US Sales Strategy for CRDN, you’re right at the heart of our mission! Located in vibrant Minneapolis, Minnesota, this pivotal role gives you the chance to lead and innovate in a way that truly makes a difference. You’ll be crafting and implementing sales strategies while fostering partnerships with large medical institutions and hospital networks to achieve business goals. Collaborating with a dynamic team, you will prioritize new business opportunities that align with our exciting product lines. With the autonomy to drive results and a commitment to innovation, you will orchestrate negotiations and contracts while leading strategic initiatives aimed at crushing those competitive barriers. Your communication skills will shine as you articulate our clinical and economic value to hospital leaders and C-suite executives, all while managing multiple projects within a matrixed environment. We want someone who is not just a leader, but someone with a passion for CRDN and the healthcare landscape. If you have over 15 years of experience in medical sales and a zest for building meaningful relationships, this could be the career move that propels you toward your next great adventure with Medtronic.
Mission Written in 1960, our Mission dictates that our first and foremost priority is to contribute to human welfare. Over a half-century later, the Mission continues to serve as our ethical framework and inspirational goal for our employees aroun...
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