Principal Sales Representative – Government

Medtronic

Principal Sales Representative for Medtronic's Government Strategic Programs focused on Acute Care & Patient Monitoring sales. Responsible for driving revenue across multiple states and facilities.

Posted 6/19/2026full-timeRemote • Colorado, New Mexico, Oklahoma, Texas, Wyoming • 🇺🇸 United StatesLead💰 $80,000 per yearWebsite

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Hard Skills

sales experienceclinical experiencemedical devicespatient monitoring devicesdigital health solutionsremote patient monitoringcompetitive displacementaccount conversionpipeline managementfederal procurement processes

Soft Skills

relationship managementmulti-stakeholder navigationcommunicationstrategic thinkingcollaboration

Tools & Technologies

CRM systemsSalesforceHealthCast HomeInterVIEW video telehealthFederal Supply ScheduleeBuySAM.gov

Industry Keywords

VA Medical CentersDoD/Military Treatment FacilitiesVISN-level standardizationacute caredigital healthhealthcare systemsbiomedical engineeringanesthesiologyprocurement

About the role

Key responsibilities & impact

Sell and grow strategic components of the ACM portfolio: Nellcor™ pulse oximetry, Microstream™ capnography, McGrath MAC™ video laryngoscopy, Shiley™ airway management, and Argos™ cardiac output monitoring.
Defend and expand Medtronic standardization agreements at assigned VA Medical Centers (VAMCs) and DoD/Military Treatment Facilities (MTFs).
Execute competitive displacement strategy in priority accounts.
Drive technology upgrade cycles within the installed base; identify opportunities to advance customers to current-generation monitoring platforms.
Engage anesthesiology departments, OR leadership, and clinical education stakeholders to expand McGrath MAC™ adoption.
Pursue VISN-level standardization opportunities by working alongside the National Key Account Manager — VA to lock in enterprise Patient Monitoring agreements.
Drive HealthCast Home hardware sales and service enrollment across assigned VA territories.
Maintain and grow HealthCast Home program revenue within assigned VISNs through active Nurse Care Coordinator relationships.
Coordinate with the National Key Account Manager — VA on RPM-HT contract vehicle strategy.
Track and actively grow InterVIEW video telehealth adoption at VA facilities within the territory.
Conduct territory-level quarterly business reviews covering full portfolio performance across Acute Care and Digital Health.
Manage VA Facility-level, VISN-level, and MTF relationships in concert with the National Key Account Manager — VA and commercial sales & clinical teams.
Maintain accurate CRM pipeline hygiene across all product lines; update accounts and opportunities weekly.

Requirements

What you’ll need

High School Diploma (or equivalent) AND 10+ years experience* OR Associate’s Degree AND 8+ years experience* OR Bachelor’s Degree AND 6+ years experience*
*Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences.
Prior sales experience within VA, DoD/Defense Health Agency, or other federal health account environments.
Experience selling capital medical equipment, patient monitoring devices, or digital health / remote patient monitoring solutions in a clinical setting.
Familiarity with federal procurement processes including Federal Supply Schedule (FSS/MAS) contract vehicles, VISN-level standardization processes, and eBuy/SAM.gov platforms.
Demonstrated ability to navigate multi-stakeholder clinical accounts (Biomedical Engineering, Nursing, Anesthesiology, Procurement) across large institutional healthcare systems.
Track record of competitive displacement or account conversion in a medical device or healthcare technology sales environment.
Knowledge of Remote Patient Monitoring (RPM) programs.
Experience with CRM systems (e.g., Salesforce) and disciplined pipeline management practices.
Product familiarity with patient-monitoring platforms or airway-management/perioperative solutions is preferred.

Benefits

Comp & perks

Health, Dental and vision insurance
Health Savings Account
Healthcare Flexible Spending Account
Life insurance
Long-term disability leave
Dependent daycare spending account
Tuition assistance/reimbursement
Simple Steps (global well-being program)
Incentive plans
401(k) plan plus employer contribution and match
Short-term disability
Paid time off
Paid holidays
Employee Stock Purchase Plan
Employee Assistance Program
Non-qualified Retirement Plan Supplement (subject to IRS earning minimums)
Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)