Greenfield Accounts Lead

Careers that change lives start here. Medtronic is a global leader in healthcare technology with a Mission to alleviate pain, restore health, and extend life. Our 95,000 employees work across more than 150 countries to put patients first — developing innovative medical technologies that improve the lives of 72+ million patients each year. Your unique talents will help shape the future of healthcare while building a career grounded in purpose, growth, and impact. A Day in the Life Responsibilities may include the following and other duties may be assigned. Responsible for developing and maintaining Senior/C-Suite level relationships with strategic partners and Greenfield accounts, working with them to identify, qualify, and acquire new Greenfield business opportunities.

Develops and drives appropriate portfolio management strategy in collaboration with the Business Units to expand and protect market share, optimize pricing strategy, secure Greenfield acquisitions, and build long-term contractual agreements and relationships with clients and strategic partners.

Responsible for understanding the assigned account's strategic priorities and developing appropriate value-added programs for each account, ensuring successful activation of newly acquired Greenfield accounts through coordinated cross-functional execution.

Develops, communicates, and implements business plans to achieve strategic target business results, including Greenfield account acquisition and activation objectives.

Identifies and develops ongoing mutual opportunities for sales growth with key strategic accounts, driving the acquisition, activation, and long-term development of Greenfield accounts.

Required Knowledge and Experience:  Bachelor’s degree in Engineering, Business, Healthcare Management, or a related field.

Proven experience (7+ years) in strategic account management, healthcare partnerships, or business development, with a track record of establishing relationships in large-scale, long-term projects.

Strong knowledge of healthcare market dynamics, particularly in the context of new hospital construction and facility expansions.

Proven ability to engage and build relationships with senior and C-suite stakeholders across diverse organizations, including investors, government agencies, and healthcare providers.

Exceptional analytical and strategic planning skills, with experience in pipeline management, project prioritization, and market intelligence.

Strong interpersonal and communication skills; capable of collaborating effectively with cross-regional teams and leading through influence to enhance account management capabilities.

Proficiency in contract negotiation and account management, with a history of achieving growth targets and building long-term partnerships.

Understanding of financial performance analysis, business case development, and operational KPIs.

Prior experience working on Greenfield projects or similar large-scale healthcare infrastructure initiatives.

Demonstrated expertise in creating and executing innovative value propositions and deal structures.

Familiarity with Medtronic’s portfolio and knowledge of Integrated Health Solutions (IHS) offerings.

Skilled in using CRM and analytics tools to support Greenfield project tracking, market analysis, and account performance evaluation.

SALES PROFESSIONAL CAREER STREAM:  Typically sales professional individual contributors with direct sales responsibilities. May direct the work of other lower level sales professionals or manage sales processes and / or accounts involving multiple team members. The majority of time is spent establishing and maintaining customer relationships, developing new customer relationships, implementing sales strategies and closing sales. DIFFERENTIATING FACTORS Autonomy:  Recognized sales expert, managing large accounts involving multiple team members. Develops proposals and assesses customer needs in order to recommend customized products/services . Limited oversight from sales manager. Works with senior executives within a hospital structure. Organizational Impact:  Works to achieve individual sales targets and execute on sales strategy by developing new accounts and/or expanding existing accounts, expanding and developing new markets, and building strategic client base. Has a major impact on achieving functional results and contributes to the strategic planning efforts. May manage multiple large accounts or large, complex, high visibility, strategic, or tactically important accounts, involving multiple team members. Innovation and Complexity:  Makes moderate to significant improvements of sales processes and tools to enhance performance of job area. Recommends changes in market or account strategy to achieve sales goals . Exercises judgment in selecting methods and techniques for obtaining results. Communication and Influence:  Influences internal contacts (within and outside of the job area) and external suppliers, customers and / or vendors regarding policy, practices and procedures. Communicates with high level business stakeholders at external suppliers, customers and / or vendors, involving expert negotiation and / or presentations in order to manage and expand strategic relationships and close sales. Leadership and Talent Management:  Determines methods and procedures on new assignments and may coordinate activities of other personnel. Typically responsible for providing guidance, coaching and training to other sales professionals and / or support employees. Typically responsible for managing major / complex accounts at this level, involving delegation of work and review of work products .  

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. 

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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.