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Strategic Account Manager, Medical Surgical

4 weeks ago

Richmond, Australia Medtronic Full time

**Careers that Change Lives
**This is a great opportunity to join the Medtronic ANZ Strategic Sales team. In a rewarding and challenging Strategic Accounts Manager role, you will be managing the Medical Surgical portfolio. We are seeking a talented medical device sales leader with a background in key account management to join this exciting new team

The MedSurg portfolio is the largest of the 4 portfolios in ANZ at >$270M annual revenue, and comprises seven Operating Units, including Surgical Innovations, the largest Operating Unit in ANZ, and Surgical robotics, the newest Operating Unit in ANZ.

**A Day In The Life:
Key Responsibilities:

- Protect and generate incremental revenue from a portfolio of Key Accounts within your nominated State(s) in accordance with agreed targets
- Own the C-Suite relationship (CEO, CFO etc) and serve as the lead point of contact for all business development related matters for Key Accounts in your region
- Be the lead Strategic Account Manager for the MS portfolio for one or more National Buying Groups (e.g. St Vincent Health Australia), and work as required as part of a pan-Medtronic team of Corporate Account Managers & Strategic Account Managers
- Maximise business results through outstanding stewardship of customer rebate agreements, contracted pricing offers and investments
- Work towards an overall MS target, by adapting to necessary business models in order to generate required business revenue
- Manage sales related activities including offer modelling and analytics, proposal preparation, offer presentation, contract and terms negotiations, price negotiation, cost analysis, liability and exposure management and negotiation, for your region
- Grow collaborative and synergistic relationships across the MS portfolio
- Seek out new opportunities and be an invaluable business partner for MS Leads/Directors

Business Development - Leadership
- Build and maintain strong relationships with all stakeholders in the customer environment, including clinicians, economic buyers, administrators and referrers, and act as Medtronic’s primary business liaison to be their preferred partner for business solutions in our industry
- Understand the business environment of our customers and provide tailored and innovative solutions to drive growth opportunities across the MS portfolio, whilst maintaining profitability
- Drive market expansion by engaging directly with physician practices, leveraging our marketing team, focusing on best-in-class patient management and patient referral tools to grow referrals, improve outcomes and increase access to Medtronic therapies
- Create and drive account business plans for private hospitals and Corporate Buying Groups
- Identify and prioritise business opportunities, drive execution externally and collaborate internally across different Functions and Business Units
- f) Demonstrate the economic value of Medtronic therapies to hospitals and health insurers, and drive long-term strategies to win MS public & private tenders
- g) Promote and sell Medtronic’s products and services
- h) Balance of enthusiasm for technology and business outcomes being sought; use as opportunity to extend market penetration and customer base
- Represent Medtronic, Strategic Accounts & MS in national forums, conferences & industry events such as APHA, SAM Association and other bodies as requested

Business Effectiveness - Influence & Selling Skills
- Develop and maintain effective working relationships with key customers and other relevant bodies to ensure that MS’s maximum sales potential and full business opportunities are realised
- Develop and maintain effective communications with new and existing customers to negotiate contracts that contribute to Corporate & MS objectives
- Focus on long term planning and the scope of lifetime profitability (profit from a mutually beneficial partnership)
- Set objectives and strategies that will drive growth
- Design key account plans to help structure planning
- Promote and represent the interests of the company at senior levels, including to State and local government and key customers
- Conduct presentations to existing and potential customers in support of the sales and marketing functions
- Arrange opportunities for Medical Surgical Leadership & Medtronic Executive Team engagement with C-Suite customers in your region to promote the image of the company and its prod

Peers
- Coaching and mentoring of the sales/marketing teams across all Operating Unit areas to drive business effectiveness, ensuring a culture of accountability and teamwork
- You are sought after as a Mentor & ‘Coach’ and our brand as a team and yours individually is stand-out in the organization
- Contribute positively to the engagement of the Strategic Accounts Team
- Contribute to the development of a strong MS team effort
- Drive a ‘Medical/Surgical Mindset’, helping to breakdown siloes between OUs & leading by example across the Portfolio and Medt