Senior Director, Strategic Accounts

A Day in the Life The Senior Director, Strategic Accounts & Group Purchasing Organizations, EurAsia is a key leadership position within the Strategic Accounts Accelerator (SAA). The SAA serves as a commercial enabler, driving durable profitable growth, maximizing Medtronic’s presence, and unlocking new opportunities across major accounts to position Medtronic as the partner of choice. The role integrates responsibilities across large strategic account segments: Private Accounts; Public Accounts; Purchasing Influencers, such as Group Purchasing Organizations (GPOs) and Health Authorities (HAs). The role requires excellence in strategic account management, senior‑level engagement, value proposition design, cross‑regional orchestration. You will drive enterprise‑wide value creation and long‑term partnerships across all major healthcare stakeholders. Key Responsibilities Develop Systematic Market and Account Understanding: Build comprehensive insight into regional market trends, healthcare system priorities, procurement dynamics, and competitive landscape. Develop deep understanding of account specific needs, including C-suite, procurement, and executive stakeholder priorities. Translate insights into differentiated pan Medtronic value propositions tailored to healthcare groups, hospitals, GPOs, and health authorities. Design and Execute Strategic Account Plans: Lead development of short- and long-term account strategies across private hospitals, public hospitals, large healthcare groups, GPOs, and health authorities. Ensure strong alignment with Medtronic’s commercial strategy, portfolio priorities, and regional growth objectives. Define clear objectives, performance metrics, and resource allocation models to maximize impact across all customer segments. Cultivate Senior-Level and Procurement‑Level Relationships: Establish and maintain strong, trust-based relationships with C-suite leaders, procurement bodies, and GPO executives. Position Medtronic as a system level partner by elevating discussions beyond transactions to strategic value. Educate stakeholders on Medtronic’s enterprise-wide capabilities and value-driven solutions. Drive Profitable Revenue Growth and Account Expansion: Identify and qualify opportunities for cross‑selling, upselling, therapy expansion, and new solution adoption. Support and lead high complexity negotiations, including GPO framework agreements, public and private tenders, and multiyear partnership models. Expand and protect market share, optimize pricing, gross margin performance, and sustainability of contractual outcomes across all strategic account types. Implement Pan‑Medtronic Value Propositions: Understand the portfolio management strategy in the regions/clusters/countries and beyond‑devices solutions. Design integrated commercial and clinical value propositions that address customer system level needs such as efficiency, access to care, patient outcomes, and cost optimization. Tailor value propositions for hospitals, healthcare groups, GPOs, and health authorities, ensuring alignment to procurement frameworks and policy priorities. Manage Strategic Accounts Across Borders: Coordinate with regional and country teams to ensure seamless engagement, consistent execution, and harmonized commercial approaches across geographies. Adapt strategies to reflect diverse healthcare structures, procurement models, regulatory frameworks, and policy environments. Monitor, Analyze, and Optimize Account Performance: Oversee, monitor, and analyze performance metrics, pipeline progress, and procurement cycles for strategic accounts. Conduct proactive risk identification and implement corrective actions. Ensure account plans and GPO/HA strategies remain agile and responsive to market and policy changes. Foster a High-Performance, Inclusive Culture: Partner closely with the IO (Innovation & Operational Excellence) pillar and utilize its capabilities for excellence in execution. Create an inclusive, performance-driven environment within the SAM function, promoting cross‑functional collaboration and accountability across all levels. Act as the internal expert on strategic account management, procurement dynamics, and GPO/HA partnership models. Required Knowledge and Experience Bachelor’s degree in Business, Engineering, Healthcare Management, Public Health, or a related field. Master’s degree or MBA is an advantage. 15+ years of experience in strategic account management, business development, procurement strategy, or healthcare sales. Proven experience managing large and complex accounts across private, public, GPO, and HA settings. Strong C-suite and senior stakeholder engagement capabilities. Multi‑country experience with hospital systems, procurement bodies, or government health entities. Expertise in negotiation, contracting, procurement frameworks, and long‑term partnerships. Knowledge of healthcare policy, reimbursement systems, and procurement governance. Strategic thinking with strong analytical capabilities and experience in systematic account planning. Strong interpersonal and communication skills, with experience leading cross regional initiatives and influencing without authority. Strong financial and business acumen, including understanding of KPIs and business case development. Familiarity with CRM and analytics platforms is an advantage. Fluency in English. Willingness and ability to travel extensively across the region. 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. Pay range / Rango salarial / Intervalo salarial /Fascia retributiva / Tranche de salaire / Gehaltsband / Salaribereik: Croatia: 105,120.00 EUR- 157,680.00 EUR|Czechia: 3,040,000.00 CZK- 4,560,000.00 CZK|France: 139,200.00 EUR- 208,800.00 EUR|Germany: 168,000.00 EUR- 252,000.00 EUR|Italy: 144,000.00 EUR- 216,000.00 EUR|Poland: 528,000.00 PLN- 792,000.00 PLN|Romania: 525,760.00 RON- 788,640.00 RON|Spain: 134,400.00 EUR- 201,600.00 EUR|This position is eligible for a short-term incentive called the Medtronic Incentive Plan (MIP). This position is eligible for an annual long-term incentive plan. About Medtronic We lead global 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. #J-18808-Ljbffr