Senior Account Manager- Distributor Sales

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 Enterprise Accounts and Services Team covers the corporate accounts leadership of the private sector business for ANZ, Remote Sales execution for customers where a move away from a wholly field-based sales model has been approved and also the ownership of Distributor Sales across the ANZ business. As a team we are renowned for our innovative approach and relentless pursuit of growth. We focus on developing strong customer relationships and excel at delivering solutions to complex problems.

This role is unique within the EA &S as it serves the widest and most diverse customer base in all of Medtronic by owning the account management of the various resellers, distributors and indirect customers who sell Medtronic’s products across a wide variety of sectors from public hospitals, private hospitals, animal health, dental and others. You will support these customers nationally will be familiar with account management software (CRM), have a flair for client communication and understand consumer behavior. If you feel you excel at driving sales and commercial account leadership, we’d like to meet you. Ideally, candidates for this role will know how to meet ambitious individual and team-wide sales quotas.

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

• The Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities across your Distributor, Reseller and indirect accounts, operating as the lead point of contact for any and all matters specific to your accounts.

• In this role, you will liaise with cross-functional internal teams (including Customer Service, the Operating Units, Marketing teams and finance department) to improve the entire customer experience, building and maintaining strong, long-lasting customer relationships whilst overseeing customer account management, including negotiating contracts and agreements to maximize profit

• We are seeking an individual who thrives on accountability and is eager to contribute their expertise to our mission.

• Serve as the lead point of contact for all customer account management matters

• Build and maintain strong, long-lasting client relationships

• Negotiate Distributor contracts and close agreements to maximize profits

• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors

• Ensure the timely and successful delivery of our solutions according to customer needs and objectives

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas

• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)

• Prepare reports on account status

• Collaborate with the sales team to identify and grow opportunities across Australia and New Zealand

• Assist with challenging client requests or issue escalations as needed.

• Manage pricing, pricing negotiations and deal proposals

• Arrange product demonstrations to support your accounts as required

• You will strive to be viewed as a role model in the ANZ organization with regards to your sales leadership capabilities

• You will ensure you develop and maintain a high level of market, product Portfolio knowledge and ANZ strategy expertise, to support all Remote Team activities

• Participate in skills development programs, managing own self-development

Required Knowledge and Experience:

• Minimum bachelor’s degree required

• Proven work experience as an Account Manager, Key Account Manager, Sales Account Manager. Experience in B2B account management is highly desirable.

• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-suite level

• Solid experience with CRM software (e.g. Salesforce,) and MS Office (particularly MS Excel)

• Experience delivering client-focused solutions to customer needs

• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail

• Excellent listening, negotiation and presentation abilities

• Strong verbal and written communication skills

• Demonstrated track record of achieving sales targets, driving revenue growth and bottom-line margin/operating profit.

• Some out of hours work will be required

• 3 days minimum in Medtronic Sydney office per week, with Flex work available from home up to 2 days per week maximum

• Time in field/on the road and travel may be required

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 95,000+ 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