Account Manager II

A Day in the Life Align with Manager to build and execute on a comprehensive strategic plan to exceed sales revenue targets on a quarterly basis. Collaborate with Manager, Marketing and other business unit colleagues to identify and close revenue generating opportunities. Provide detailed and bold sales forecasts; identifying risk, action items, and resources needed to achieve. This role involves fluidly and cohesively working across the Medtronic matrix and with key customers to evolve the role according to rapidly changing market dynamics. Responsibility Overview The purpose of the position is the development of long-term relationships with customers. Own, lead and contribute to the account blue sheet and strategic selling process. Liaise with Strategic Partnership Manager (SPM) and Regional Sales Manager (RSM) for account development. Territory Coverage Montérégie_Centre, Montérégie-East, Laval, CHU Ste-Justine (Ste-Justine University Hospital Center) Les responsabilités peuvent inclure ce qui suit ainsi que d’autres tâches qui peuvent être assignées. Promouvoir et vendre les produits et services de Medtronic dans une zone géographique attribuée et/ou auprès de comptes clients spécifiques afin d’atteindre ou de dépasser les objectifs de vente. Responsable du développement, de la construction et du renforcement de relations à long terme avec les parties prenantes, y compris les distributeurs et les professionnels de la santé. Responsable de la poursuite des prospects, de l’évaluation des besoins et de la fourniture de services liés aux produits afin de maximiser les avantages tirés des produits et/ou services Medtronic. Promouvoir et mettre en place des programmes de formation sur les produits et/ou services de l’entreprise. Mener des études de marché, y compris l’analyse des activités des clients et des concurrents. Mettre en œuvre des plans/stratégies de développement du marché et les ajuster si nécessaire. Communiquer les retours des clients sur les nouveaux produits et/ou les modifications apportées aux produits ou applications existants aux parties prenantes internes, y compris la R&D, les Opérations et le Marketing. Responsable de la déclaration des réclamations et des réactions indésirables aux médicaments (ADR). Favoriser une approche stratégique pour assurer une croissance régulière. Être pleinement concentré sur le dépassement du plan opérationnel annuel (AOP) chaque trimestre, tout en gérant minutieusement les dépenses. Des prévisions audacieuses et précises sont essentielles La gestion et l’optimisation efficaces des stocks en consignation sont cruciales. Le poste nécessite de véritables compétences entrepreneuriales et de « chasseur ». En coordination avec le/la responsable, organiser les emplois du temps des Spécialistes Cliniques locaux (le cas échéant) afin d’optimiser la couverture des cas procéduraux/la programmation des patients et autres tâches requises. Réussite des formations obligatoires (et continues) sur les produits et les ventes. Respect des modules de formation fonctionnelle et d’éducation Medtronic. Gestion des contrats hospitaliers, SSO et GPO (pré-appel d’offres, appel d’offres, mise en œuvre). La construction d’un solide portefeuille de Capital et d’un plan de vente associé est essentielle. Optimiser l’élargissement du champ technique qui traverse souvent les lignes d’unités opérationnelles. Articuler clairement les objectifs stratégiques pour naviguer et fournir de la valeur aux systèmes de santé provinciaux. Établir des programmes de formation liés aux produits et/ou services de l’entreprise. Développer la part de marché dans le secteur et le territoire définis. Capacité à répondre aux exigences de support clinique des comptes, selon les besoins. Mettre en œuvre et exécuter les plans de lancement pour le portefeuille défini. Développer et maintenir des relations dans le marché défini. Collaborer avec le marketing et engager les principaux intervenants cliniques et administrateurs dans une approche globale de « valeur » concernant l’offre de produits associée au poste. FILIERES DE CARRIÈRE PROFESSIONNELLES DE LA VENTE : Generalmente des contributeurs individuels professionnels de la vente avec des responsabilités de vente directe. Peut diriger le travail d’autres professionnels de la vente de niveau inférieur ou gérer des processus de vente et/ou des comptes impliquant plusieurs membres d’équipe. La majorité du temps est consacrée à établir et à maintenir des relations avec les clients, à développer de nouvelles relations, à mettre en œuvre des stratégies de vente et à conclure des ventes. FACTEURS DE DIFFÉRENCIATION : Autonomie : Established and productive sales professional managing multiple small to mid-size accounts. Sells products and/or services to a group of clients and identifies new and potential customers. Works independently with general supervision. Builds relationships. Impact organisationnel : Works to achieve individual sales targets within product area and/or account by selling products/ services, developing new accounts and/or expanding existing accounts. Has a direct impact on achieving department’s sales results. May help to set objectives or goals for individual or team accounts. Works on larger, moderately complex accounts or have a small or medium-sized quota/territory. Understands market landscape, marketing and pricing structure, more influence on pricing structures. Works with sales, marketing and finance to structure complex contracts. Innovation and Complexity : Makes adjustments or recommends enhancements in sales processes to solve problems or improve effectiveness of job area. Recommends changes in account tactics to achieve sales goals. Exercises judgment within defined procedures and practices to determine appropriate action. Communication and Influence : May influence parties within own job function at an operational level. Obtains or provides information requiring some explanation or interpretation. Communicates with external customers and / or vendors, involving negotiation and / or presentations in order to manage relationships and close sales. Leadership and Talent Management : Normally receives general instructions on routine work, detailed instructions on new projects or assignments. May provide guidance and assistance to entry level sales professionals and / or support employees. Connaissances et expérience requises : High School Diploma (or equivalent) AND 6+ years experience. OR Associate’s Degree AND 4+ years experience. OR Bachelor’s Degree AND 2+ years experience. Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences. COMPÉTENCES / APTITUDES : Must have a valid driver’s license with no restrictions. High level of integrity, ethics and compliance. Ability to accommodate a flexible work schedule. Role often involves evenings, weekends and Provincial holidays. Ability to work independently and proactively. Collaborative approach and team oriented. Strong troubleshooting and problem solving skills. Knowledge of related anatomy and/or surgical procedures an asset. Strong presentation skills. Proficiency with Excel, Word, PowerPoint. Bilingual French/English. EXIGENCES PHYSIQUES DU POSTE : Ability to travel approximately 60% of the time. Travel will include overnight and weekends. 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 colleagues. 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 Learn more about our business, mission, and our commitment to diversity here Responsibilities may include the following and other duties may be assigned. 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) Foster a strategic approach to drive consistent growth. Be laser focused to exceed AOP, each quarter, while diligently managing expenses. Bold and accurate forecasting is key Effectively managing/optimizing consignment inventory is critical. The position requires a true entrepreneurial, ‘hunter’ skillset. With Manager, coordinate the schedules of local Clinical Specialists (where applicable)to optimize procedural case coverage/patient programming and other required tasks. Successful completion of required (and ongoing) product and sales related trainingcurriculum. Compliance with completing Medtronic functional training and education modules. Manage hospital, SSO and GPO contracts (Pre-tender, Tender, Implementation). Building a robust Capital Funnel and associated Sales Plan is essential. Optimize increasing technical scope that often crosses OU lines Clearly articulate strategic objectives to navigate and deliver value to Provincialhealthcare systems. Establish education programs related to the company's products and/or services. Drive share within the defined market and territory Ability to support account clinical support demands as required. Implement and execute launch plans for defined portfolio Develop relationships and maintain continuity within the defined market Liase with marketing and engage key clinical stakeholders and administrators in a broader “value” story regarding the related product offering associated with theposition 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: Established and productive sales professional managing multiple small to mid-size accounts. Sells products and/or services to a group of clients and identifies new and potential customers. Works independently with general supervision. Builds relationships. Impact organization: Works to achieve individual sales targets within product area and/or account by selling products/ services, developing new accounts and/or expanding existing accounts. Has a direct impact on achieving department’s sales results. May help to set objectives or goals for individual or team accounts. Works on larger, moderately complex accounts or have a small or medium-sized quota/territory. Understands market landscape, marketing and pricing structure, more influence on pricing structures. Works with sales, marketing and finance to structure complex contracts. Innovation and Complexity: Makes adjustments or recommends enhancements in sales processes to solve problems or improve effectiveness of job area. Recommends changes in account tactics to achieve sales goals. Exercises judgment within defined procedures and practices to determine appropriate action. Communication and Influence: May influence parties within own job function at an operational level. Obtains or provides information requiring some explanation or interpretation. Communicates with external customers and / or vendors, involving negotiation and / or presentations in order to manage relationships and close sales. Leadership and Talent Management: Normally receives general instructions on routine work, detailed instructions on new projects or assignments. May provide guidance and assistance to entry level sales professionals and / or support employees. Required Knowledge and Experience: High School Diploma (or equivalent) and 6+ years experience* or Associate’s Degree and 4+ years experience* or Bachelor’s Degree and 2+ years experience**Relevant sales, clinical or related experience in medical devices, medtech, healthcare or life sciences. SKILLS/COMPETENCIES Must have a valid driver’s license with no restrictions.High level of integrity, ethics and compliance.Ability to accommodate a flexible work schedule. Role often involves evenings, weekends and provincial holidays.Ability to work independently and proactively.Collaborative approach and team-oriented.Strong troubleshooting and problem-solution skills.Knowledge of related anatomy and/or surgical procedures an asset.Strong presentation skills.Proficiency with Excel, Word, PowerPoint.Bilingual French/English. PHYSICAL JOB REQUIREMENTS Ability to travel approximately 60% of the time. Travel will include overnight and weekends.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 colleagues. #J-18808-Ljbffr