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A Day in the Life
About the Role
The Senior Director, Strategic Accounts, TURMECA is a key regional leadership position responsible for shaping and leading the Strategic Accounts Management agenda across TURMECA.
The role covers major strategic account segments, including:
- Private Accounts
- Public Accounts
- Purchasing influencers, such as Group Purchasing Organizations and Health Authorities
The Senior Director will deliver durable profitable growth, maximize Medtronic’s presence and unlock new opportunities across major accounts. The role requires excellence in strategic account management, senior-level engagement, value proposition design, commercial execution and cross-country orchestration.
The Senior Director will act as an executive sponsor for TURMECA’s most strategic accounts, lead the regional Strategic Accounts organization and actively contribute as a member of the TURMECA Leadership Team.
Responsibilities may include the following and other duties may be assigned:
Develop Systematic Market and Account Understanding
- Build comprehensive insight into regional healthcare trends, healthcare-system priorities, procurement dynamics and the competitive landscape.
- Develop a deep understanding of account-specific needs, including C-suite, procurement, government 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 the development of short- and long-term account strategies across private and public hospitals, healthcare groups, GPOs and health authorities.
- Ensure alignment with Medtronic’s commercial strategy, portfolio priorities and TURMECA growth objectives.
- Define clear objectives, performance measures and resource-allocation priorities to maximize impact across strategic accounts.
Cultivate Senior-Level and Procurement-Level Relationships
- Establish and maintain trusted relationships with C-suite leaders, hospital executives, government stakeholders, procurement bodies, GPOs and health authorities.
- Act as the executive sponsor for TURMECA’s most strategic accounts, ensuring strategic alignment, effective problem-solving and long-term partnership health.
- Position Medtronic as a system-level partner by elevating discussions beyond transactions toward strategic and enterprise-wide value.
Deliver Profitable Revenue Growth and Account Expansion
- Identify and qualify opportunities for cross-portfolio growth, therapy expansion, capital placement, solution adoption and greater account penetration.
- Develop portfolio strategies with Operating Units and country teams to expand and protect market share, optimize pricing and accelerate therapy introduction.
- Lead and support complex negotiations, including public and private tenders, framework agreements and multiyear partnership models.
- Deliver agreed revenue, profitability, market-share and account-growth objectives.
Implement Pan-Medtronic Value Propositions
- Develop integrated commercial and clinical value propositions that address customer and healthcare-system priorities.
- Tailor solutions for hospitals, healthcare groups, GPOs and health authorities, ensuring alignment with procurement frameworks and customer needs.
- Partner with Operating Units and enabling functions to coordinate the capabilities and resources required to deliver customer commitments.
Manage Strategic Accounts Across Borders
- Coordinate country teams, Operating Units and enabling functions to ensure consistent customer engagement and execution across TURMECA.
- Adapt account strategies to reflect different healthcare structures, procurement models, regulatory frameworks and policy environments.
- Promote regional knowledge-sharing, standardization and adoption of Strategic Accounts Management best practices.
Monitor, Analyze and Optimize Account Performance
- Oversee and analyze strategic account performance, opportunity pipelines, forecasting, financial plans and procurement cycles.
- Identify commercial, operational and contractual risks and implement timely corrective or mitigation actions.
- Ensure account plans remain agile and responsive to changes in customer priorities and market conditions.
- Provide regular updates to the TURMECA Leadership Team on performance, opportunities, risks and investment priorities.
Foster a High-Performance, Inclusive Culture
- Lead, develop and coach the Strategic Accounts Management organization across TURMECA.
- Create an inclusive, performance-driven environment that promotes collaboration, accountability and a Pan-Medtronic mindset.
- Lead workforce planning, talent development, performance management and succession planning for the Strategic Accounts organization.
- Act as the internal expert on strategic account management, procurement dynamics and long-term partnership models.
- Foster a culture of integrity, compliance, diversity, inclusion and patient impact.
Required Knowledge and Experience:
- Bachelor’s degree in Business, Engineering, Healthcare Management, Public Health, Life Sciences or a related field. A Master’s degree or MBA is an advantage.
- Minimum of 15 years of relevant experience in strategic account management, business development, healthcare sales, commercial leadership or procurement strategy; or an advanced degree with a minimum of 13 years of relevant experience.
- Minimum of 10 years of managerial and people-leadership experience.
- Proven experience managing large and complex strategic accounts across private, public, GPO and health-authority settings.
- Significant regional or multi-country experience within healthcare, medical technology, pharmaceuticals or a similarly complex industry.
- Strong C-suite and senior stakeholder engagement capabilities.
- Proven experience negotiating complex, high-value and multi-stakeholder agreements and developing long-term partnerships.
- Strong understanding of healthcare systems, procurement models, reimbursement, healthcare policy and regulatory environments.
- Strong strategic, analytical, financial and business acumen, including pricing, profitability, forecasting and business-case development.
- Proven ability to lead cross-functional and cross-country initiatives within an international matrix organization.
- Demonstrated experience building, leading and developing high-performing commercial or customer-facing teams.
- Strong leadership presence, communication, negotiation and influencing skills.
- Fluency in English is required. Arabic, Turkish and/or Russian are an advantage.
- Willingness and ability to travel extensively across the TURMECA 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.
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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.
This position is eligible for an annual long-term incentive plan.