Enterprise Accounts Manager
Medtronic
SFDC
Job Level
SeniorLead
Tech Stack
SFDC
About the role
- 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 but not limited to hospital C-Suite (CEOs, CFOs, Procurement Executive) & Buying Group C-Suite (Group CEOs, Group CFOs, Group Procurement Executive).
- Negotiate and manage key customer commercial partnerships
- Collaborate with customers to understand customer needs, challenges, and pain points to propose customised EA solutions to identify new business opportunities and expand EA share
- Manage sales related activities including customer support, offer modelling and analytics, proposal preparation, offer presentation, contract and terms negotiations, price negotiation, cost analysis, liability and exposure management and negotiation, for your Team’s accounts
- Lead the team in executing engagement plans, negotiating EA customer contracts, and closing deals
- Increase share of wallet, whilst reducing price erosion through establishing value to the EA customer (Hospital & Buying Group C-Suite)
- Secure insight and data which allows us to identify the potential for growth in key accounts – then build a plan with the ANZ business to execute on this potential
- Conduct customer presentations to showcase new Medtronic products & secure profitable and growth-focused EA contracts/deals
- Manage sales forecasts and track performance against targets
- Recruit, develop and retain a high performing team which are considered specialists in their area
- Develop and manage the team to execute on Territory and Customer Account plans to achieve allocated goals
- Lead business reviews with the EA&S Leadership team/VP EA&S ANZ
- Drive a continuous improvement mindset related to our internal processes within Medtronic.
Requirements
- Minimum Bachelor’s degree is required; Post-Graduate qualifications is desirable
- Minimum 8-10 years in Senior Sales, Marketing or Commercial leadership roles with proven successful track records
- Minimum 5 years’ experience in managing a team (3-5+) of sales professionals
- Other Sales Leadership experience highly regarded (outside of Enterprise or Corporate / Strategic Accounts Management)
- Experience in medical devices or healthcare sector is preferred, though open to experiences from 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 excellence
- Capacity to manage various projects and work to tight deadlines
- Excellent negotiation and leadership skills
- Expert Knowledge; MS Office suite of software. Excel and PowerPoint competency / certification an advantage, Salesforce.com / other CRM systems
- Willingness to travel within the assigned region as required with some out of hours work required
