Account Manager ENT

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life

The primary objective of the Associate Account Manager (AAM) role is to expand the sales of Medtronic products and to convert competitive products in a manner that complies with company policy and Medtronic’s strategic direction. The AAM provides support and takes direction from the Account Manager for sales related activities, in servicing, and case coverage. Successful development in this role will allow the AAM to assume full territory responsibilities as an Associate Account Manager which may involve relocation to other parts of the region.

A Day in the life:

• Promotes and sells Medtronic’s products and services within an assigned geographic area and /or specific customer accounts to meet or exceed sales targets.
• Responsible for developing, building, and strengthening long-term relationships with stakeholders including distributors and healthcare professionals.
• Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronic’s products and/or services.
• Promotes and establishes education of the company’s products and/or services.
• Conducts market research including customers and competitors activities.
• Implements market development plans/strategies and changes as needed.
• Communicates customer feedback on new products and/or modifications to existing products or applications to internal stakeholders including R&D, Operations and Marketing.
• • Responsible for reporting complaints and Adverse Drug Reactions (ADR)
  • Increase penetration and drive incremental sales for the assigned Portfolio 
  • Assist with various Sales & Marketing projects and initiatives, including: Clinical case support as required by the assigned portfolio 
  • Account Manager serves as your coach and mentor to share lessons for how to build and grow a successful territory.
  • Meet/exceed sales goals and other performance objectives.
  • Grow sales of the assigned Portfolio and other programs as integrated in the assigned territory. Meet and exceed sales targets for the territory and contribute to the overall performance of the team. 
  • Learns and understands the sales cycle in the OR environment.
  • Business and marketing strategy implementation at the field level in alignment with national and regional strategies and priorities. 
  • Assists with preparing sales forecasts with Account Manager.
  • Segment and leverage the assigned Portfolio to maintain or become the key supplier at the institution level. 
  • Understand technologies, products, procedures, competitors and their products and outcomes expected to advise and support our customers. 
  • Organize and cover territory on a regular and consistent basis. 
  • Establish and apply detailed knowledge base of account structure and objectives. 
  • Manage and optimize field inventory, including consignment stock, product nearing expiry and field quality actions. 
  • Document all customer-initiated clinical activity and meaningful sales activity into SalesForceDotCom. 
  • Ensure ongoing personal training on all product lines and knowledge of current literature in all fields directly related to product lines. 
  • Effectively leverage field tools and iPad content with customers. 
  • Support account clinical support demands and requirements. 
  • Provide required training to customers on assigned Portfolio products and services. 
  • Be fully aware of the strategic plan of the institution, priorities, making sure we are matching them totally or to a significant level to maintain and grow share as well as to introduce new therapies. 
  • Be involved in assigned Portfolio product trials and clinical evaluations. 
• • Participate in major North American and local/regional meetings. 
• • Ensure that Medtronic’s ethical position is maintained and effectively communicates and manages his/her compliance, education and adherence to the code of conduct. 
  • Comply with operating policies, business conduct standards, systems and processes.

SALES PROFESSIONAL CAREER STREAM: Typically sales professional individual contributors with direct sales responsibilities. May direct the work of other lower level sales professionals or manage sales processes and / or accounts involving multiple team members. The majority of time is spent establishing and maintaining customer relationships, developing new customer relationships, implementing sales strategies and closing sales.

DIFFERENTIATING FACTORS

Autonomy: Entry-level sales professional on one or more individual or team accounts .
Sells products and/or services to a group of clients and identifies new and potential customers.
Work is closely supervised .
Maintains relationships.

Organizational Impact: Works to achieve individual sales targets within product area and/or account by selling lower complexity products / services, developing new accounts and/or expanding existing accounts.
Has some impact on the overall achievement of sales results for the team.
Work typically on smaller, less complex accounts, small quota or territory.

Innovation and Complexity: Follows standard sales and business development practices and procedures in analyzing situations or data from which answers can be readily obtained.
May recommend changes in account tactics to achieve sales goals .
Implements improvements and changes to work processes and procedures.

Communication and Influence: Communicates with external customers and / or vendors, involving basic negotiation and / or presentations in order to close sales.
Obtains or provides information requiring some explanation or interpretation .

Leadership and Talent Management: N / A – Job at this level are focused on self-development.

Required Knowledge and Experience: Requires broad knowledge of sales techniques typically gained through education and / or on the job learning.
Learns to use professional concepts Applies company policies and procedures to resolve routine issues.
Requires a Baccalaureate degree (or for degrees earned outside of the United States, a degree which satisfies the requirements of 8 C.F.R. § 214.2(h)( 4)(iii)(A), 0 years of experience required with an introductory knowledge of company products and services.

KNOWLEDGE/EDUCATION
• High School Diploma or GED, or;
• Associate’s Degree/College Diploma, or; 
• Bachelor’s degree. 
• Computer literacy/training programs 
JOB EXPERIENCE 
• Minimum 4 years of work experience in the healthcare or engineering field, with a High School Diploma or GED, or;
• Minimum 2 years of work experience in the healthcare or engineering field, with an Associate’s Degree/College Diploma, or;
• No minimum years of relevant work experience in the healthcare field or engineering field, with a bachelor’s degree.
• Sales Experience an asset but not required
SKILLS/COMPETENCIES
• Accountable for results 
• Passionate and driven 
• Strong interpersonal and relationship building skills 
• Leads and embraces changes that are customer responsive, and market driven 
• Capacity to evolve in an ambiguous market dynamic 
• Self-starter, working alone with minimum of supervision 
• Business acumen 
• Strong presentation skills 
• Excellent negotiating skills 
• Demonstrated ability to impart knowledge and train as required 
• Excellent organization and communication skills 
• Capacity to manage an account by understanding and leveraging the political 
dynamic, unofficial and official power in place, identifying source of motivation, 
different type of buyers

• Capacity to introduce in a very comprehensive way new concepts and approaches related to support, training, service, and partnership

Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. 

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create.We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
 

About Medtronic

We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 90,000+ passionate people. 
We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.

Learn more about our business, mission, and our commitment to diversity here