Enterprise Accounts Manager, West at Medtronic

Melbourne, Victoria, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, Medical DevicesIndustries

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Sales ManagementStrategic Account ManagementC-Suite EngagementCommercial NegotiationBudget PlanningStrategic PlanningTeam LeadershipSales Strategy Development

Questions & Answers

Common questions about this position

Is this a remote position or does it require being based in a specific location?

The role is based in Victoria and covers the West Territory including VIC/TAS/SA/NT/WA.

What salary or compensation does this role offer?

This information is not specified in the job description.

What are the key skills required for the Enterprise Accounts Manager role?

The role requires strong commercial and financial acumen, experience managing a sales team, skills in negotiating contracts and building C-Suite relationships, and the ability to develop sales strategies.

What does the team structure look like for this position?

You will manage a regional sales team of 3 to 5 direct reports who are Strategic Account Managers.

What experience makes a strong candidate for this role?

Strong candidates will have experience leading sales teams, building C-Suite relationships with hospital and buying group executives, negotiating commercial partnerships, and driving growth through strategic planning.

Medtronic

Develops and manufactures medical devices and therapies

About Medtronic

Medtronic provides medical technology, services, and solutions to improve patient care. The company develops a variety of medical devices, including pacemakers, insulin pumps, surgical tools, and neurostimulation devices, which help diagnose, prevent, and treat chronic diseases. These products are used by hospitals, clinics, and healthcare professionals around the world. Medtronic stands out from competitors by investing significantly in research and development to create new products and offering additional services like training and patient management programs. The goal of Medtronic is to enhance patient outcomes and lower healthcare costs through its comprehensive range of medical solutions.

Fridley, MinnesotaHeadquarters

1949Year Founded

$3.2MTotal Funding

IPOCompany Stage

Biotechnology, HealthcareIndustries

10,001+Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Health Savings Account/Flexible Spending Account

Unlimited Paid Time Off

Paid Vacation

Paid Sick Leave

Paid Holidays

401(k) Retirement Plan

401(k) Company Match

Employee Stock Purchase Plan

Employee Assistance Program

Wellness Program

Risks

Emerging competitors like Fire1 threaten Medtronic's heart failure management market share.

Spine biologics market growth may attract new entrants, increasing competition for Medtronic.

Recent IPOs in medtech indicate rising competition, challenging Medtronic's market position.

Differentiation

Medtronic's diverse product range spans cardiovascular, diabetes, neurological, and surgical technologies.

The company invests heavily in R&D to drive innovation in medical devices.

Medtronic offers comprehensive services, including training and technical support, enhancing product value.

Upsides

Exclusive deal with Kuros enhances Medtronic's orthopedic portfolio and market share.

Growing spine biologics market offers expansion opportunities in spinal fusion and regenerative medicine.

Balloon catheters market growth aligns with Medtronic's recent product launches, boosting cardiovascular presence.

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