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Account Manager - General Surgical Products – Detroit, MI

Detroit, MI
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  • Job Code
Company Medtronic
Job Title Account Manager - General Surgical Products – Detroit, MI
JobId 35935
Location: Detroit, MI, 48208, USA

Account Manager - General Surgical Products – Detroit, MI


Detroit, Michigan, United States

Requisition #:


Post Date:

Nov 01, 2017


The Minimally Invasive Therapies Group strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions.

SURGICAL INNOVATIONSsets the standard for Minimally Invasive Surgery (MIS) by creating innovative surgical products and services that focus on obesity and diseases and conditions of the gastrointestinal tract, lung, abdominal wall, pelvic region, and the head and neck.


Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health and extend life.We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We can accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team.Let’s work together to address universal healthcare needs and improve patients’ lives.Help us shape the future.

Position Summary:

This highly visible position, reporting directly to the Region Manager, is responsible for meeting and exceeding sales goals by advancing high quality medical supplies, utilizing asolution based concept sale tothe hospitalmarketplace within the assigned territory.

Key Responsibilities:

·Discover customer priorities through current state assessment to determine pain points, economics, quality of care issues, staff morale and beyond.

·Effectively build an account plan which incorporates consolidated account-level data on sales, short term and medium term goals and customer mapping with VAC members and other stakeholders.

·Demonstrate ability to go broad with a value analysis committee (VAC) or similar personnel by sharing a mix of both economic and clinical messaging with key decision makers.

·Use and Cognos to research account data, capture key finding about VAC members and input pertinent business data to allow for accurate forecasting.

·Convert product’s technical features and benefits into financial/safety related messages per relevant audience.

·Identify, prioritize and recruit potential clinical and economic champions according to relevant criteria. Prepare champions for VAC meetings.

·Build rationale for a clinical evaluation with key decision-makers so that the evaluations are expected to succeed an intended primarily to demonstrate clinical acceptability.

·Identify opportunities to efficiently deliver hands-on training outside of the OR and selectively prioritize opportunities to be physically present during product use.

·Develop pre-call plans for quarterly reviews with customers: defining data to share, issues to discuss and agreements/action plans to pursue.

·Collaborate and invite colleagues from other COTs to join at appropriate discussion points with customer to drive cross-portfolio sales.

·Meet and exceed assigned quota and sales objectives including assigned quota uplift.

·Utilize technology and data to analyze territory, effectively target accounts and pre-call planning.

·Organize and maintain storage locker, samples and other sales material.

·Maintain knowledge of the current industry / competitive landscape including, GPO’s, healthcare economics, reimbursement, competitors and competitive products etc.

·Interact with Marketing, Customer Service, and other internal departments.

·Resolve customer complaints in accordance with Company policy, and advises sales management promptly of any situation beyond the Sales Representative’s

**Minimum Requirements:**

EDUCATION: Bachelor’s Degree in Business or related field.


- Minimum of two years of documented outside sales success in a competitive, sophisticated environment, preferably tangible products (i.e. office equipment, copiers, payroll systems, information systems)

- Medical Device industry experience preferred

- Evidence of top sales achievement with experience in multilevel account management is required.

- Valid Driver's License

- Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration.


- A demonstrated track record for meeting and exceeding sales objectives.

- Previous history of quota attainment

- Documented history of exceeding customer requirements


Drive towards Success, Building Relationships, Exploring and Expanding Opportunity, Articulating Value, Customer/Territory Acumen and Healthcare Economics


Effective organizational and motivational skills necessary to perform related duties.


It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http at :// at


The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.


  • Sales / Business Development
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