Strategic Key Account Manager

Job description / Role

Careers that Change Lives

A Day in the Life

- Responsibilities may include the following and other duties may be assigned.
- You will oversee the execution of two key PPPs with the Saudi MOH: Diabeter and IHS.
- You will develop a strong network with Key MOH stakeholders and drive an operating mechanism to push for more PPP programs and the scale-up of existing ones.
- You will work with all Medtronic business units to co-develop implementable services and solutions that meet customers’ needs and improve patient outcomes.
- You will form relationships at the C-suite level identifying current and future needs and translating them into strategic opportunities with a long term profitable outcome.
- You will co – develop the Strategy in collaboration with the Business Units to drive the Medtronic portfolio of products and solutions leading to clear account plans. Ensuring focus is maintained on increasing Medtronic revenue and market share at select strategic accounts.
- You will analyse Medtronic’s competitive positon for each key account, determine the potential and move strategic customers from current state to a long term strategic partnership.
- You will develop an intimate understanding of customer needs and delivers the expected outcomes within the available timeline, resources and budget
- You will undertake contract negotiations with the support of regional, functional and business unit heads
- You will work closely with the finance team to analyse sales data and trends in selected key accounts as input into developing account strategies
- You will develop Medtronic’s competency in Key account management and solutions based offering.
- You will provide subject matter expertise on the healthcare dynamics and proactively share best practices with internal and external stakeholders
- You will collaborate with local sales teams to ensure strategic accounts are managed accordingly and solution offerings are co-developed.
- Being cognizant that the role is not focused on product selling or offering discounts to secure a sale
- You will perform quarterly business reviews, in collaboration with leadership team

Requirements

Must Have: Minimum Requirements

- Intimate knowledge of MOH structure, operating norms and key stakeholders
- Experience in public procurement and turning projects into RFQs, tenders and real deals.
- Strong Strategic and Business Acumen skills. Understanding of P&L and customer financial statements.
- Strong negotiating skills
- Demonstrated effective matrix skills (crosses geographies and divisions)
- Demonstrated ability to collaborate and influence in a matrixed environment and to work effectively with across stakeholder groups
- Excellent verbal, written and presentation skills – especially C-Suite presentation and sales experience
- Proven ability as a leader in defining and developing business or markets
- Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts.
- Proven ability to successfully execute a complex sales process and interact with the C-Suite
- In depth knowledge of healthcare industry, environment and GPOs/IDNs
- Arabic & English speaking skills

Nice to Have

- High degree of flexibility and adaptability in a rapidly changing business environment; ability to rapidly acclimate to change and embrace new business opportunities
- Self-motivation and positivity
- Strong ability to anticipate diverse customer needs

Travel Required

- Ability to travel (~50%)

About the Company

Medtronic is the global leader in medical technology - alleviating pain, restoring health and extending life for millions of people around the world.

Medtronic's mission is:

To contribute to human welfare by application of biomedical engineering in the research, design, manufacture, and sale of instruments or appliances that alleviate pain, restore health, and extend life.

To direct our growth in the areas of biomedical engineering where we display maximum strength and ability; to gather people and facilities that tend to augment these areas; to continuously build on these areas through education and knowledge assimilation; to avoid participation in areas where we cannot make unique and worthy contributions.

To strive without reserve for the greatest possible reliability and quality in our products; to be the unsurpassed standard of comparison and to be recognized as a company of dedication, honesty, integrity, and service.

To make a fair profit on current operations to meet our obligations, sustain our growth, and reach our goals.

To recognize the personal worth of employees by providing an employment framework that allows personal satisfaction in work accomplished, security, advancement opportunity, and means to share in the company's success.

To maintain good citizenship as a company.