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 LifeAbout the Role:
The Conversion Accounts role is a vital member of the Strategic Accounts Accelerator (SAA) leadership team. The SAA is a commercial enabler with the mandate to drive durable profitable growth, maximize Medtronic’s presence, and unlock new opportunities in key accounts to position Medtronic as the partner of choice.
The mandate of the Conversion Accounts is to penetrate accounts with large potential (e.g., competitor strongholds, recovery accounts, other pockets of growth) and gain sizeable market share with innovative and attractive value propositions, utilizing the power and scale of the Medtronic portfolio. Leveraging the scale and depth of Medtronic’s offerings and value-added solutions, they will orchestrate commercial efforts, put forward bold value propositions and drive sizeable market share growth.
This involves managing relationships at the C-suite and executive level, crafting innovative offerings for key decision-makers, and building strategic partnerships that maximize our presence across all Operating Units (OUs) in high potential accounts.
Responsibilities may include the following and other duties may be assigned:
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Identify and Target High-Potential Accounts:
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Conduct systematic and detailed profiling of competitor accounts annually to assess account dynamics, competitive positioning, and Medtronic’s potential entry points.
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Identify “high-potential accounts” (i.e., highest potential for substantial market share gains) with the goal of establishing them as future Strategic Accounts.
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Design and Implement Account-Specific Market Penetration Strategies:
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Perform thorough due diligence to uncover key opportunities within each targeted account (e.g., unmet customer needs, Medtronic blind spots, competitor weaknesses) and define optimal strategies for Medtronic entry.
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Lead the creation of tailored, differentiated value propositions for each target account, focusing on innovative approaches (e.g., market development initiatives, training and education), aggressive approaches (e.g., OU-wide pricing leverage, rebates, bundle offerings), and other customer-focused solutions.
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Collaborate with regional and sub-regional teams to ensure alignment on account priorities and market dynamics, ensuring seamless execution of account strategies.
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Develop and Execute Account Plans:
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Understand portfolio management strategies across regions/clusters/countries to identify implications and opportunities for targeted accounts, aligning with Medtronic’s overall commercial strategy and growth objectives, ensuring that resources are focused on the highest-potential opportunities.
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Maintain both short- and long-term sales and marketing plans, adapting them to reflect evolving market dynamics and portfolio developments.
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Build and Strengthen Senior-Level Relationships:
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Develop and maintain strong relationships with senior and C-suite stakeholders within targeted accounts, positioning Medtronic as a long-term, trusted partner.
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Engage with key decision-makers to understand their strategic priorities, educate them on Medtronic’s integrated capabilities, and identify opportunities to align Medtronic’s solutions with their goals, uncovering and qualifying new account-level business opportunities.
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Drive Account Performance and Market Share Growth:
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Establish and communicate clear account objectives and performance metrics for the team members, closely monitoring progress and implementing corrective actions as needed.
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Ensure that account strategies remain agile and responsive to changes in market dynamics and client needs, adapting tactics as necessary to achieve business objectives.
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Foster a High-Performance, Inclusive Culture:
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Collaborate with the Innovation & Operational Excellence and utilize its capabilities for seamless execution.
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Create an inclusive, performance-driven environment within the SAM function, promoting collaboration and accountability across all levels.
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Lead by example, encouraging continuous improvement, open communication, and a strong commitment to customer success.
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Required Knowledge and Experience:
Must-Haves:
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Bachelor’s degree in Engineering, Business, Healthcare Management, or a related field.
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Proven experience (15+ years) in strategic account management, competitive market penetration, or healthcare sales, with a proven track record in managing large or regional accounts.
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Strong understanding of healthcare market dynamics, including competitor analysis, customer needs assessment, and portfolio positioning.
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Proven track record of building and sustaining senior-level relationships, particularly within complex, high-stakes healthcare environments.
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Strong interpersonal and communication skills; capable of collaborating effectively with cross-regional teams and leading through influence to enhance account management capabilities.
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Exceptional strategic thinking and analytical skills, with experience in developing data-driven, customized value propositions.
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Ability to lead cross-functional teams, prioritize competing objectives, and drive results within a fast-paced, dynamic market.
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Proficiency in contract negotiation and account management, with a history of achieving growth targets and building long-term partnerships.
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Understanding of financial performance analysis, business case development, and operational KPIs.
Nice-to-Haves:
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Master’s degree, MBA, or equivalent advanced degree.
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Knowledge of healthcare regulations and procurement practices in multiple regions or countries.
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Familiarity with Medtronic’s portfolio and knowledge of value-based healthcare approaches.
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Skilled in using CRM and analytics tools to manage accounts and monitor performance.
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
