Sr Corporate Account Manager - Health Plan Solutions, Diabetes (North Central Region - REMOTE)
Location:
Minneapolis, Minnesota, United States
Requisition #:
21000IGO
Post Date:
6 days ago
CAREERS THAT CHANGE LIVES:
The Sr. Corporate Account Manager (CAM) will manage a defined geographical territory to drive sales growth of Medtronic Diabetes products to Managed Care Organizations (MCO), Indemnity Insurance Organizations, Networks, TPAs, and State Medicaid Programs. This individual will lead account management activities at assigned health plans and develop broad and deep relationships within assigned accounts to drive product portfolio growth. The CAM will also work closely and collaboratively with the Medtronic field sales team to drive product pull through with providers in the assigned territory. We are seeking a strategic, creative, and execution-focused professional that possesses strong leadership and communication skills, must be highly organized, self-starter, collaborative, and energetic. This individual must be comfortable working with ambiguity.
The Medtronic Diabetes Business is exciting, dynamic and challenging. Currently more than 463 million people suffer from diabetes and this is expected to grow to 600 million people in 10 years. The diabetes device industry has uniquely converged with consumer electronics technology for monitoring and managing diabetes. As a result, patients have a stronger voice in therapy choice, care is transitioning away from specialists and the role of artificial intelligence is elevating care. Finally, sales channel proliferation is changing how customers acquire products and services.
The Health Plan Solutions (HPS) Team is responsible for account and relationship management with US health plans impacting Medtronic Diabetes portfolio accessibility and reimbursement. The HPS team also specializes in developing and executing pull through initiatives with the field sales organization to create sustainable differentiation for Medtronic Diabetes products and solutions. The HPS team drives Diabetes group revenue by:
Building awareness and coverage for our products and solutions.
Negotiating health plan contracts.
Improving collectability.
Increasing efficiencies in sales and operations.
A DAY IN THE LIFE:
Account Leadership / Field Collaboration / Voice of the Field
Develop and execute account plans for assigned health plans to drive favorable pricing, access, and improve processing efficiency.
Promotes and sells Medtronics Diabetes portfolio within an assigned geographic area and /or specific customer accounts to meet or exceed sales targets.
Expand top line and bottom line growth through key account targeting, driving contract pricing, influence medical policy for current and future products, and lead pull through programs to optimize payer mix and contract performance.
Responsible for developing, building, and strengthening long-term relationships with key accounts and influential stakeholders including physicians and health service stakeholders.
Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronics Diabetes portfolio.
Promotes and establishes physician and account education of the Medtronics Diabetes portfolio.
Implements market development plans/strategies and changes as needed.
Develop strong relationships with the Medtronic Diabetes field Territory Managers (TMS) and District Managers (DMs).
Educate field teams on payer opportunities in their districts.
Conduct regular field rides with DMs and TMs to provide support and drive product pull through.
Collaborate and work with sales teams in the use of key opinion leaders to influence and drive utilization of Medtronic Diabetes products/therapies/services and solutions.
Conducts market research including customers and competitor activities.
Develop partnerships and foster open exchange of communication between corporate and field sales management, enabling functions and business leaders to implement business plan strategies and achieve/exceed AOP goals.
Communicates customer feedback on new products and/or modifications to existing products or applications to internal stakeholders including RD, Operations and Marketing.
BASIC QUALIFICATIONS:
IN ORDER TO BE CONSIDERED FOR THIS POSITION, THE FOLLOWING BASIC QUALIFICATIONS MUST BE EVIDENT ON YOUR RESUME
Bachelors Degree.
Minimum 5 years of progressive sales or equivalent consulting experience.
Healthcare industry experience (i.e. medical device, health policy research, consulting, biotech, life sciences, health insurance, or pharmaceutical).
DESIRED/PREFERRED QUALIFICATIONS:
Prior account management responsibilities in one or more of the following: Integrated Healthcare Systems (IHS), Integrated Delivery Networks (IDN), Health Systems, Managed Care Organizations, Payers, or equivalent consultant or complex sales experience.
Diabetes sales experience and/or detailed understanding of type 1 and 2 diabetes and the therapeutic and diagnostic devices for treatment of diabetes.
5+ years of sales experience or equivalent consulting and/or experience in healthcare.
Managed Markets experience.
Strong clinical selling experience.
B2B Marketing or strategy development experience.
Superior negotiation skills and influence management skills (proven with large customers)
Strong Strategic and Business Acumen skills.
Understanding of PL and customer financial statements.
In depth knowledge of healthcare industry and implications of the Affordable Care Act.
Experience in reading, analyzing and writing strategic plans and proposals with customers.
Excellent verbal, written and presentation communication skills especially executive presence and C-Suite presentation and sales experience.
Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts.
High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities.
Demonstrated team player; regularly participate in facilitating the success of others.
Core Behaviors Sought:
Act Boldly - confidence, seizes opportunities to experiment, optimize, and disrupt, taking smart risks to turn big ideas into reality,
Compete to Win - relentless drive to win, looking outside to solve unmet customer needs and challenging self to lead,
Move with Speed Decisiveness - build a foundation of trust, to work and learn faster, partner, and overcome obstacles,
Foster Belonging - apply the strength of our differences, appreciating everyone and learning from amplifying different voices so everyone thrives,
Deliver results, the right way - accountable for results, operating to the highest standards of ethics and quality.
ABOUT MEDTRONIC:
Together, we can change healthcare worldwide. At Medtronic, we pu