Enterprise Accounts Manager
Medtronic
SFDC
Job Level
SeniorLead
Tech Stack
SFDC
About the role
- Manage a regional sales team of Strategic Account Managers (3 to 5 direct reports)
- Participate in Annual Budget Planning and Annual Strategic Planning process for EA ANZ
- Support the build of annual sales targets (AOPs) for the team
- Develop and implement comprehensive sales strategy to achieve AOP and growth targets
- Develop and maintain strong relationships with key customers including hospital C-Suite and Buying Group C-Suite
- Negotiate and manage key customer commercial partnerships and EA customer contracts
- Collaborate with customers to understand needs and propose customised EA solutions
- Manage sales activities including customer support, offer modelling, analytics, proposal preparation, contract and terms negotiations, price negotiation, cost analysis, liability and exposure management
- Lead team in executing engagement plans, negotiating contracts, and closing deals
- Increase share of wallet and reduce price erosion through establishing value to EA customers
- Secure insight and data to identify growth potential and build execution plans
- Conduct customer presentations to showcase new Medtronic products and secure profitable EA contracts
- Manage sales forecasts and track performance against targets
- Recruit, develop and retain a high performing team and run business reviews with EA&S Leadership/VP
- Drive continuous improvement of 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+ direct reports)
- Experience in medical devices or healthcare sector is preferred (open to 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 of MS Office suite (Excel and PowerPoint competency/certification an advantage)
- Experience with Salesforce.com or other CRM systems
- Willingness to travel within the assigned region as required with some out of hours work required
- For sales reps and other patient facing field employees, compliance with hospital credentialing requirements is expected
