Job Description

The Medical Surgical Portfolio strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions.

As an Executive Account Representative with our Patient Monitoring (PM) Operating Unit (OU), you will promote the PM product portfolio that consists of industry leading respiratory and operating room monitoring devices. As a goal-driven Executive Account Rep, you are the primary person responsible for driving revenue generating sales to key hospital personnel and the end customer.  Your primary responsibilities include accurately forecasting your business, owning customer relationships, understanding and targeting customer product needs, contracting, and developing and executing the sales strategy around those opportunities.

Bring your sales talents to a leader in medical technology and healthcare solutions.  Rooted in our long history of mission-driven innovation, our medical technologies open doors. We support your growth with the training, mentorship, and guidance you need to own your future success. Join us for a career in sales that changes lives.

A Day in the Life                                                                                

Responsible for driving capital and consumable product portfolio sales that addresses PM portfolio
Drives opportunity identification and sales activities at IDN level and high opportunity hospitals across PM
Identifies competitive conversion opportunities
Lead territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections.  The Executive Account Rep will maintain sole ownership of providing accurate forecasts to their Regional Business Manager each reporting period for their territory
Identify, qualify, prepare, and execute effective sales strategies that maintain the existing base of business and support the close of competitive and revenue growth opportunities
Probe, develop, and close all related product sales inquiries/leads with existing customers within assigned geographic territory
Coordinate and collaborate with regionally aligned field sales team to drive incremental PM revenue and achieve target sales goals
Develop, negotiate, close, and manage profitable agreements
Effectively utilize and update sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans
Effectively deliver strategic messaging in a variety of settings, including trade shows, presentations, and board meetings
Provide product feature and benefit application consultation, drive value messaging, as well as clinical support
Lead the local team in the coordination and support of clinical evaluations and pre-sales support
Conduct post-sales activities, including implementation, product education, in-servicing, and ongoing support
Maintain and build customer relationships to understand, align, and support customer initiatives
Maintain detailed level of knowledge of related products and applications
Maintain a comprehensive understanding of related programs and value-added offerings
Utilize Account Rep and Clinical resources in an efficient and cost-effective manner to optimize sales process
Inform Regional Business Manager and local area team members of new account opportunities
Complete all assigned projects and administrative duties in a timely manner
Consistently maintain all Vendor Credentialing requirements

Diversity & Inclusion

We seek out and hire a diverse workforce at every level: We need fresh ideas and inclusive insights to continue to be an innovative industry leader — that’s why we make it a point to seek out, attract and develop employees who are patient-centric, passionate, and who represent the same wide variety of life experiences as our patients. To learn more about Inclusion & Diversity at Medtronic  Click Here

Must Have: Minimum Requirements:

Bachelor’s degree (B.A. or B.S.) from a four-year college or university (G.P.A. of 3.0 or higher preferred)
Minimum of 3 years of field sales experience

Nice to Have  

5 years of sales experience
2+ years of documented sales success (achievement to quota) in medical capital equipment and/or consumables
1+ years in team selling environment
Experience selling across multiple departments within the acute care hospital.
Prior experience selling at the IDN executive level
Able to quickly compile contracts with supporting financial business case
Proven ability to succeed in complex sales and clinical environments
Strong computer expertise and business application
Thorough understanding of the sales process
Understanding of the medical sales arena
Strong verbal and written communication; exceptional client interaction skills                                                                                

PHYSICAL JOB REQUIREMENTS:

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.
Movement of demo capital equipment
Travel required in assigned region