Compensation Overview

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

A Market Sales Representative is expected to achieve annual sales objectives through selling and supporting the Company’s advanced surgical and energy-based products such as Stapling, Vessel Sealing and Energy Generators, while representing Medtronic to the customer in accordance with Company policies and AdvaMed guidelines.  Market Sales Representatives develop clinical and administrative relationships in assigned accounts and formulate a "defend" territory strategy, accounting for competitive pressures and local market conditions.  Market Sales Representative is expected to demonstrate High Performance Practices and competencies as they meet and exceed objectives for this role.

• Achieve all territory sales objectives annually in alignment with the business strategy and annual compensation plan.
• Develop an understanding of each account’s culture, competitive pressures, financial state, stakeholders and decision makers
• Build and maintain strong, professional relationships with clinical and administrative staff in assigned accounts.  Through outstanding customer service, maintain a high retention rate of current accounts in territory.
• Display and leverage strong knowledge of products.  Be able to provide hard data around all products, as well as account references.
• Effectively collaborate with Medtronic peers in other BUs to identify mutual opportunities and support customer relationships.
• Complete business analytics and regional reporting assignments in a timely, accurate fashion.  Conduct quarterly business reviews to exhibit achievement of sales goals in all assigned accounts.
• Maintain awareness of competitive products and marketing practices, and keep sales management informed concerning them.
• Manage inventory of assigned products in accounts, as requested, and facilitate product returns in accordance with Company policy.
• Verbally deliver clear and concise instruction on the safe and efficacious use of assigned products to customers in and out of the OR setting, including in-services for surgeons and clinical staff.
• Scrub into surgical procedures utilizing assigned product line on a daily basis.  Be fully able to answer questions about the products.
• Participate fully in training on new products and procedures through in person and online training programs.  Attend regional and national meetings, as required.
• Adjust customer complaints in accordance with Company policy, and advise sales management promptly of any situation beyond the Sales
  Representative’s scope of authority.
• Assist with Sales Training courses, both in the field and in the corporate office.
• Understand and demonstrate the High Performance Practices and Expectations in daily work activities.
• Manage assigned territory within allocated expense budget.  Submit expense reports and pay Company credit card on time per Medtronic policy

Clinical Selling / "Defend" Functions

• Develop and maintain a strategic account plan to defend sales in accounts in assigned territory.  Execute plan to maintain sales volumes in assigned accounts.
• Leverage marketing materials, white papers and clinical evidence through consultative selling.  Use clinical knowledge to develop messaging in sales proposal. Build and maintain strong, lasting relationships in assigned accounts to support continued business.
• Gain insight into the key individual customers and how to influence them.
• Identify opportunities for surgeons to attend Medtronic sponsored professional training programs, and participate in programs and labs (where appropriate)

Economic Selling Functions

• Integrate economic value messages into sales proposal where appropriate.
• Collaborate with the Contracts department and sales leadership to manage customer contracts, and facilitate the contract process.
• Research general account context to understand hospital economics and all key issues at major accounts.
• Display and leverage strong knowledge of accounts, purchasing process/buying cycle, and protocols.

Responsibilities may include the following and other duties may be assigned.

• Promotes and sells Medtronic’s Minimally Invasive Therapies 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 key opinion leaders and related major medical associations and academic centers of excellence.
• Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronic’s Minimally Invasive Therapies products and/or services.
• Collaborates across key internal stakeholder groups (finance, sales operations, marketing, OEM, etc.) as well as peers to identify and address trends and to support business goals and strategy.
• Conducts and/or evaluates market research including customers and competitors activities.
• Develops and/or implements market development plans/strategies and changes as needed.
• Assesses customer needs and feedback regarding new products and/or modifications to existing products and communicates to internal stakeholders including R&D, Operations and Marketing.

Must Have: Minimum Requirements

• Bachelors degree required
• Minimum of 2 years of sales experience, or advanced degree with 0 years of experience

Nice to Have

• Minimum of two years of documented outside sales success in a competitive, sophisticated environment, preferably tangible products (i.e. office equipment, copiers, payroll systems, information systems)
• Evidence of top sales achievement with experience in multilevel account management is preferred
• Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration.
• Medical Device industry experience preferred

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. 

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

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.
 

Salary ranges for U.S (excl. PR) locations (USD):$75,000The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others).

In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards here.

Medtronic benefits and compensation plans

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.

It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

At Medtronic, most positions are posted on our career site for 3-7 days.