Enterprise Accounts Manager, West

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 LifeAn exciting opportunity awaits you to join Medtronic as an Enterprise Accounts Manager leading a team of Strategic Account Managers in supporting the ANZ Medical Surgical (MS), Cardiovascular (CV) and Neuroscience (NS) Enterprise Accounts businesses. Based in Victoria, you will play a pivotal role in driving growth within the private sector covering West Territory (VIC/TAS/SA/NT/WA).
Using your strong commercial and financial acumen, you will architect long-term partnerships that are focused on customer excellence at a C-Suite Level at national Private Hospital Buying groups and individual private hospitals by finding solutions to complex challenges & working collaboratively with Operating Unit (OU)/Functional Leaders and Strategic Account Managers.
Bring your talents to an industry leader in medical technology and healthcare solutions where you can be proud to be a part of our long history of mission-driven innovation.

Responsibilities may include the following and other duties may be assigned:

• Managing a regional sales team of Strategic Account Managers (3 to 5 direct reports)

• Participate in the Annual Budget Planning and Annual Strategic Planning process for EA ANZ

• Support the build of annual sales targets (AOPs) for your team

• Develop and implement a comprehensive sales strategy for your team to achieve AOP and growth targets, aligned with business objectives

• Develop and maintain strong relationships with key customers, including but not limited to hospital C-Suite (CEOs, CFOs, Procurement Executive) & Buying Group C-Suite (Group CEOs, Group CFOs, Group Procurement Executive).

• Negotiate and manage key customer commercial partnerships

• Collaborate with customers to understand customer needs, challenges, and pain points to propose customised EA solutions to identify new business opportunities and expand EA share

• Manage sales related activities including customer support, offer modelling and analytics, proposal preparation, offer presentation, contract and terms negotiations, price negotiation, cost analysis, liability and exposure management and negotiation, for your Team’s accounts

• Lead the team in executing engagement plans, negotiating EA customer contracts, and closing deals

• Increase share of wallet, whilst reducing price erosion through establishing value to the EA customer (Hospital & Buying Group C-Suite)

• Secure insight and data which allows us to identify the potential for growth in key accounts – then build a plan with the ANZ business to execute on this potential

• Conduct customer presentations to showcase new Medtronic products & secure profitable and growth-focused EA contracts/deals

• Manage sales forecasts and track performance against targets

• Recruit, develop and retain a high performing team which are considered specialists in their area

• Develop and manage the team to execute on Territory and Customer Account plans to achieve allocated goals

• Lead business reviews with the EA&S Leadership team/VP EA&S ANZ

• Drive a continuous improvement mindset related to our internal processes within Medtronic.

Required Knowledge and Experience:

• Minimum Bachelor’s degree is required; Post-Graduate qualifications is desirable

• Minimum 8-10 years in Senior Sales, Marketing or Commercial leadership roles with proven successful track records

• Minimum 5 years’ experience in managing a team (3-5+) of sales professionals

• Other Sales Leadership experience highly regarded (outside of Enterprise or Corporate / Strategic Accounts Management)

• Experience in medical devices or healthcare sector is preferred, though open to experiences from other sectors

• Skilled in budgeting, forecasting, and revenue analysis

• Experience setting strategy, quotas, and territory plans

• Confident presenting to Board-level

• Strong leadership capabilities with proven team engagement excellence

• Capacity to manage various projects and work to tight deadlines

• Excellent negotiation and leadership skills

• Expert Knowledge; MS Office suite of software. Excel and PowerPoint competency / certification an advantage, Salesforce.com / other CRM systems

• Willingness to travel within the assigned region as required with some out of hours work required

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. 

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.
 

This position is eligible for an annual long-term incentive plan.

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