Medtronic

Senior Director, Strategic Accounts – GPOs

Medtronic

full-time

Posted on:

Location Type: Hybrid

Location: Warsaw • Poland

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Salary

💰 €105,120 - €157,680 per year

Job Level

Senior

About the role

  • Develop Systematic Market and Account Understanding: Build comprehensive insight into regional market trends, healthcare system priorities, procurement dynamics, and competitive landscape.
  • Develop deep understanding of account specific needs, including C-suite, procurement, and executive stakeholder priorities.
  • Translate insights into differentiated pan Medtronic value propositions tailored to healthcare groups, hospitals, GPOs, and health authorities.
  • Design and Execute Strategic Account Plans: Lead development of short- and long-term account strategies across private hospitals, public hospitals, large healthcare groups, GPOs, and health authorities.
  • Cultivate Senior-Level and Procurement‑Level Relationships: Establish and maintain strong, trust-based relationships with C-suite leaders, procurement bodies, and GPO executives.
  • Drive Profitable Revenue Growth and Account Expansion: Identify and qualify opportunities for cross-selling, upselling, therapy expansion, and new solution adoption.
  • Implement Pan-Medtronic Value Propositions: Understand the portfolio management strategy in the regions/clusters/countries.
  • Manage Strategic Accounts Across Borders: Coordinate with regional and country teams to ensure seamless engagement, consistent execution, and harmonized commercial approaches across geographies.
  • Monitor, Analyze, and Optimize Account Performance: Oversee, monitor, and analyze performance metrics, pipeline progress, and procurement cycles for strategic accounts.
  • Foster a High-Performance, Inclusive Culture: Partner closely with the IO (Innovation & Operational Excellence) pillar and utilize its capabilities for excellence in execution.

Requirements

  • Bachelor’s degree in Business, Engineering, Healthcare Management, Public Health, or a related field.
  • Master’s degree or MBA is an advantage.
  • 15+ years of experience in strategic account management, business development, procurement strategy, or healthcare sales.
  • Proven experience managing large and complex accounts across private, public, GPO, and HA settings.
  • Strong C-suite and senior stakeholder engagement capabilities.
  • Multi country experience with hospital systems, procurement bodies, or government health entities.
  • Expertise in negotiation, contracting, procurement frameworks, and long-term partnerships.
  • Knowledge of healthcare policy, reimbursement systems, and procurement governance.
  • Strategic thinking with strong analytical capabilities and experience in systematic account planning.
  • Strong interpersonal and communication skills, with experience leading cross regional initiatives and influencing without authority.
  • Strong financial and business acumen, including understanding of KPIs and business case development.
  • Familiarity with CRM and analytics platforms is an advantage.
  • Fluency in English.
  • Willingness and ability to travel extensively across the region.
Benefits
  • Competitive Salary
  • Flexible Benefits Package
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
strategic account managementbusiness developmentprocurement strategynegotiationcontractingprocurement frameworkshealthcare policyreimbursement systemsaccount planningfinancial acumen
Soft Skills
interpersonal skillscommunication skillsstrategic thinkinganalytical capabilitiesrelationship buildinginfluencing without authorityleadershipcross-regional collaborationtrust-buildingcultural inclusivity
Certifications
Bachelor’s degreeMaster’s degreeMBA