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

We are seeking a committed professional to join our team. While this is a remote position not located at a physical Medtronic site, the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role.

The Surgical Operating Unit (or business) strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions across the care continuum. Be a part of a company that thinks differently to solve problems, make progress, and deliver meaningful innovations.

The Director, Strategic Accounts will 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, positioning Medtronic as the most comprehensive provided of MIS technologies. 

We look for leaders who have a clear vision of where we are going and how to get there, bold inclusive thinkers who create new ideas and bring our best solutions forward to benefit our patients, business partners, and customers.

• This position will 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

In order to be successful in this role, you will have the following: 

• 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 (Example: across sales, field leader, clinical support)

Skills and Attributes

• Executive Presence (Proven ability to present complex information to senior level audience)
• Exceptional Written and Verbal Communication Skills (Proven ability with real life examples of customer communications)
• Managerial Courage (Real life examples confronting difficult partnership situations to obtain desired outcome)
• Analytical and Financial Acumen (Proven existing knowledge of how and what data to leverage in key contracting situations; Navigation and applications of analytics)
• Ability to gain followership AND drive accountability at the same time with key and internal and external (customer) partners

Must Have: Minimum Requirements

• Bachelors 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 

Nice to Have/ Preferred Qualifications

• MBA or master’s degree in marketing or communication
• Strong Strategic and Business Acumen skills. Understanding of P&L and customer financial statements
• Proven ability to successfully execute a complex sales process and interact with the C-Suite
• 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
• Strong negotiating skills
• In depth knowledge of healthcare industry, environment and GPOs/IDNs

For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is 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. 

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.

U.S. Work Authorization & Sponsorship

At Medtronic, we are committed to fostering an environment where employees can thrive and make a meaningful impact. In alignment with our enterprise-wide workforce planning approach, U.S. work authorization sponsorship (H-1B, TN, J, etc.) is offered exclusively for Principal-level roles and above, where specialized expertise aligns with long-term business needs. Roles below the Principal level require candidates to possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.

Join us in our mission to alleviate pain, restore health, and extend life—where your unique background and perspective are valued.

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):$200,000 - $200,000

 

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).

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 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.