Conversions Accounts

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**:Strategic Account Acceleration (SAA) - Conversion Account Managers are commercial professionals with in-depth knowledge of the healthcare value chain, as well as breadth of experience across multiple disciplines. They partner with hospital management and clinical teams to drive complex transformational change, implement innovative strategies, streamline patient-focused care pathways and drive therapy introduction and share gain initiatives.

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

• Systematically segmenting and identifying target conversion accounts.
• Acting as the account leader, building productive, professional relationships with key personnel in assigned customer accounts.
• Coordinating the involvement of company personnel, including support, service, and management resources, in order to create a compelling value proposition to meet account performance objectives and customers’ expectations.
• Conducting discovery analysis to understand therapy gaps and market shares, understanding root causes for gaps, untapping opportunities and designing and executing value generating projects to introduce therapies and gain shares that will generate incremental gains.
• Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leading a joint company-conversion account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assessing, clarifying and validating customer needs on an ongoing basis.
• Managing and executing end-to-end projects, leading to quantified economic value.
• Mapping, understanding, and assessing clinical pathways and patient journeys within a hospital or health system settings,
• Working with accounts to drive complex transformational change, implementing innovative growth strategies, streamlining patient-focused care pathways, and optimizing operations.

**SALES PROFESSIONAL CAREER STREAM**:Typically sales professional individual contributors with direct sales responsibilities. May direct the work of other lower level sales professionals or manage sales processes and / or accounts involving multiple team members. The majority of time is spent establishing and maintaining customer relationships, developing new customer relationships, implementing sales strategies and closing sales.

**DIFFERENTIATING FACTORS**

**Autonomy**:Recognized sales expert, managing large accounts involving multiple team members.

Develops proposals and assesses customer needs in order to recommend customized products/services.

Limited oversight from sales manager.

Works with senior executives within a hospital structure.

**Organizational Impact**:Works to achieve individual sales targets and execute on sales strategy by developing new accounts and/or expanding existing accounts, expanding and developing new markets, and building strategic client base.

Has a major impact on achieving functional results and contributes to the strategic planning efforts.

May manage multiple large accounts or large, complex, high visibility, strategic, or tactically important accounts, involving multiple team members.

**Innovation and Complexity**:Makes moderate to significant improvements of sales processes and tools to enhance performance of job area.

Recommends changes in market or account strategy to achieve sales goals.

Exercises judgment in selecting methods and techniques for obtaining results.

**Communication and Influence**:Influences internal contacts (within and outside of the job area) and external suppliers, customers and / or vendors regarding policy, practices and procedures.

Communicates with high level business stakeholders at external suppliers, customers and / or vendors, involving expert negotiation and / or presentations in order to manage and expand strategic relationships and close sales.

**Leadership and Talent Management**:Determines methods and procedures on new assignments and may coordinate activities of other personnel.

Typically responsible for providing guidance, coaching and training to other sales professionals and / or support employees.

Typically responsible for managing major / complex accounts at this level, involving delegation of work and review of work products.

**Required Knowledge and Experience**

• 9+ years of relevant experience in a business development related role within the Medical Device industry (Key Account Manager, Sales Manager or similar).
• Experience of working with hospitals’ clinical leaders, staff, and C-suite/Sr. Management/stakeholders.
• Demonstrated ability to operate from idea generation, strategy development through det