Enterprise Accounts Manager, East

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The role is based in Sydney and leads a team of Strategic Account Managers within the ANZ Medical Surgical (MS), Cardiovascular (CV) and Neuroscience (NS) Enterprise Accounts businesses, covering the East Territory (NSW/ACT/QLD/NZ). The position focuses on driving growth in the private sector and developing long-term partnerships with hospital buying groups and private hospitals, at a C-Suite level.

• 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 hospital C-Suite (CEOs, CFOs, Procurement Executives) & Buying Group C-Suite
• Negotiate and manage key customer commercial partnerships
• Collaborate with customers to understand needs and pain points to propose customised EA solutions, identify new business opportunities and expand EA share
• Manage sales activities including customer support, offer modelling and analytics, proposal preparation, negotiations, price and liability analysis
• Lead the team in executing engagement plans, negotiating EA customer contracts, and closing deals
• Increase share of wallet while reducing price erosion by establishing value for EA customers
• Secure insight and data to identify growth potential in key accounts and develop plans with the ANZ business to execute on this potential
• Conduct customer presentations to showcase Medtronic products and secure profitable, growth-focused EA contracts
• Manage sales forecasts and track performance against targets
• Recruit, develop and retain a high-performing team of specialists
• Develop and manage the team to execute Territory and Customer Account plans to achieve goals
• Lead business reviews with the EA&S Leadership team/VP EA&S ANZ
• Drive a continuous improvement mindset related to internal processes

• Minimum Bachelor's degree required; Post-Graduate qualifications desirable
• Minimum 8-10 years in senior sales, marketing or commercial leadership roles with proven track record
• Minimum 5 years' experience managing a team (3-5+) of sales professionals
• Other Sales Leadership experience highly regarded (outside Enterprise or Corporate/Strategic Accounts Management)
• Experience in medical devices or healthcare sector preferred, open to 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
• Capacity to manage various projects and work to tight deadlines
• Excellent negotiation and leadership skills
• Expert Knowledge of MS Office; Excel and PowerPoint competency; Salesforce.com / other CRM systems
• Willingness to travel within the assigned region with some out-of-hours work required

The above statements describe the general nature and level of work performed by employees in this position and are not exhaustive of all responsibilities and skills.

Medtronic offers a competitive salary and flexible benefits package. A commitment to our employees lives at the core of our values, with 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.

We lead global healthcare technology and boldly attack challenging health problems by seeking 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, turning ambitious ideas into real solutions. Learn more about our business, mission, and commitment to diversity here.