The role of a Strategic Accounts Director at Medtronic involves leading strategic initiatives to drive growth and maximize opportunities within key accounts in the highly competitive healthcare market in Brazil. This includes developing and executing strategic plans, building strong relationships with key stakeholders, and aligning Medtronic's offerings with customer needs to achieve growth objectives above market trends. The scope also encompasses cross-functional collaboration, leadership of account management teams, and a focus on delivering value-added solutions to drive business success within Medtronic's context. 

POSITION RESPONSIBILITIES 

• Responsible for developing and maintaining Senior/C-Suite level relationships with strategic partners and working with them to identify and qualify new business opportunities.  

• Develops and drives appropriate portfolio management strategy in collaboration with the Business Units to expand and protect market share, optimize pricing strategy, and build long-term contractual agreements and relationships with clients and strategic partners.  

• Responsible for understanding the assigned account's strategic priorities and developing appropriate value-added programs for each account.  

• Develops, communicates, and implements business plans to achieve strategic target business results. 

• Identifies and develops ongoing mutual opportunities for sales growth with key strategic accounts. 

BASIC QUALIFICATIONS   

EDUCATION REQUIRED   

• Business Administration, Economics or life sciences background. 

• Desirable: post-graduate degree or MBA in Marketing, Sales, Economics or Business-related area. 

• English, advanced level. Spanish is desired. 

YEARS OF EXPERIENCE REQUIRED  

• At least 10 years’ experience in relevant sales context; 

• Desired at least 5 year in  the healthcare sector (medical devices/pharmaceutical industry) 

• At least 8 years’ experience in Sales and/or Marketing leadership positions 

• Experience in relationship with decision makers and high responsibility positions in the organization. 

• Experience in positions of influence and autonomy. 

SKILLS REQUIRED 

• Strong Business Acumen: Understanding the healthcare landscape in Brazil, including regulatory requirements, market trends, and customer needs, is crucial for identifying growth opportunities and developing effective strategies. 

• Strategic Thinking: The ability to analyze market data, identify trends, and develop long-term strategic plans to drive growth above market trends is essential. This includes setting clear objectives, prioritizing initiatives, and evaluating potential risks. 

• Relationship Building: Building and maintaining strong relationships with key stakeholders, including healthcare providers, hospital administrators, and government officials, is vital for success. This involves effective communication, negotiation skills, and the ability to collaborate across different teams and functions. 

• Solution-Oriented Approach: Being able to understand customer needs and develop customized solutions that align with Medtronic's offerings, while also addressing specific market demands, is critical for achieving growth objectives. 

• Leadership and Team Management: As a strategic accounts director, the ability to lead and motivate a team of account managers, sales representatives, and other professionals is essential for executing growth strategies effectively. 

• Adaptability and Resilience: The ability to adapt to changing market conditions, overcome challenges, and remain resilient in the face of setbacks is crucial in a competitive environment. 

PREFERRED QUALIFICATIONS

• Sales and Account Management: Experience in sales and account management within the healthcare industry, particularly in medical devices or related fields, can provide valuable insights into customer needs, market dynamics, and effective sales strategies. 

• Strategic Planning and Execution: Involvement in strategic planning processes, including market analysis, development of growth strategies, and successful execution of strategic initiatives, would be beneficial for understanding the complexities of the market and driving growth above market trends. 

• Cross-functional Collaboration: Experience in collaborating with cross-functional teams such as marketing, product development, regulatory affairs, and finance is essential for aligning strategies and resources to achieve growth objectives. 

• Customer Relationship Management: Proven ability to build and maintain strong relationships with key customers, understanding their needs, and delivering value-added solutions would be critical for success in a strategic accounts director role. 

• Leadership and Team Management: Previous leadership experience, including managing teams, setting clear objectives, and driving performance, is essential for effectively leading a team of account managers and sales professionals. 

• Market Expansion and Business Development: Experience in identifying and developing new business opportunities, expanding market share, and driving revenue growth in a competitive environment would be highly valuable. 

• Change Management and Adaptability: Experience in navigating and leading through change, as well as demonstrating adaptability in response to evolving market conditions, regulatory changes, and competitive pressures, is crucial for success.