Senior Director Enterprise Accounts
4 maanden geleden
Careers that Change Lives
We're seeking a Benelux Enterprise Accounts and Services Leader (EA&S) to spearhead strategic planning and execution for our key customer (strategic) accounts. As the EA Leader, you'll craft and implement strategic plans, driving significant customer value and accelerating growth for Medtronic. Your role involves fostering C-Suite relationships, coaching Strategic Account Managers (SAMs), and ensuring alignment with revenue goals and cross-business opportunities. You'll also oversee financial management, pricing strategies, and market insights to maximize our presence in the BeNeLux countries and beyond, as well as be part of a team of peer leaders across our Western Europe countries.
Main Job Duties and Responsibilities
Drive achievement of Enterprise Accounts KPI’s & strategic planning. Coach, manage talent, and lead recruitment for EA&Services team. Manage financial aspects including revenue projections, SG&A, and profit. Align Medtronic company-wide capabilities with priority customer needs for differentiated value. Oversee pricing and tender management for the Enterprise accounts. Gather local insight, track competition and monitor market share with Business Analyst. Establish and lead local operating mechanisms and interface with MDT businesses and functions, ensuring SAMs have strong account level plans and operating mechanisms in place. For assigned SAM accounts: Assemble and present portfolio of offers and solutions meeting customer needs.Develop and deliver integrated multi-year value creation and account/stakeholder plans.Develop, negotiate, and deliver Enterprise-wide offers combining products and beyond, syndicated with Operating Units (OUs) and functions.Build and leverage senior relationships (eg with C-suite, Heads of Procurement).Generate integrated customer insights to drive offers for the future.Identify and resolve competing priorities between OUs.Conduct hospital-level business reviews and identify new opportunities. For the BeNeLux organisation overall: Enabling the country leadership teams to deliver on all local strategic aspects, touching the core of our Benelux company culture as employer of choice. The EA Leader will also represent BeNeLux with work council, Board of Directors, government authorities and other bodies. The EA leader will hold all employees’ meetings together with the Country LT team.Must Have Experience & Key Capabilities
Master’s degree (preferably) in business science, medicine or equivalent Minimum of 10 years relevant sales experience for a bachelor’s degree or minimum 8 years with an advanced degree. Business management experience in senior and complex roles. Previous experience working in a regulated industry in Medical Device, Healthcare or Pharma in a multinational environment with a significant matrix component.Key capabilities
Customer and market knowledge: Understands Medtronic's portfolio and industry trends, anticipating changes and addressing customer needs. Possesses commercial acumen to develop long-term deals. Leadership and relationship management: Builds strategic relationships with internal and external stakeholders, including C-Suite executives. Demonstrates adaptability and experience in organizational change. Non-clinical stakeholder management: Establishes effective partnerships with administrative decision-makers, aligning value propositions with consumer needs. Value co-creation and delivery: Customizes value offerings to meet customer needs, driving growth and enhancing customer experience by leveraging internal capabilities. Stakeholder Management: Manages large, complex projects involving diverse stakeholders, demonstrating strong commercial acumen and P&L responsibility. Exhibits excellent strategic thinking, negotiation, and financial skills. Fluency in English and Dutch; French is a nice to have. Travel requirement: Min 40% within Benelux, additional travel within Europe as applicable-
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