Area Sales Manager, Enabling Technologies (Advanced Energy) - San Antonio, TX

Careers that Change Lives
Bring your talents to an industry leader in medical technology and healthcare solutions - we're a market leader and growing every day. You can be proud to sell medical technologies that are rooted in our long history of mission-driven innovation. Our expanding portfolio delivers measurable clinical and economic value - and opens doors. You will be empowered to shape your own career. We support your growth with the training, mentorship, and guidance you need to own your future success. Together, we can transform healthcare.
Join us for a career in sales that changes lives.
Business Description:
Cranial and Spinal Technologies (CST) is redefining cranial and spinal procedures to reduce variability and improve outcomes with the goal of restoring long-term quality of life for more patients. We are the first company to offer an integrated solution that includes artificial intelligence-driven surgical planning, personalized spinal implants, and robotic-assisted surgical delivery to make patient care more customized.
CST is the market leader in spinal implants, robotics, and navigation. Our integrated operating unit is comprised 3 global businesses, Spine and Biologics, Enabling Technologies and China Cranial, Spinal Orthopedic Technologies.
This role will support our Enabling Technolotgies Advanced Energy business, delivering an innovative portfolio that includes Aquamantys Bipolar Sealers, PLASMABLADE Precise Soft Tissue Dissection Devices and RadiaLux Lighted Retractors.
A Day in the Life
At Medtronic, the Enabling Technologies (Advanced Energy) Sales Representative II has the responsibility and authority for creating an effective sales presence in his/her area, learning the product line and its applications under different environments, following-up on leads with a multi-prong contact approach, achieving sales targets, and utilizing the Medtronic Sales process for each class of customers. The key emphasis during the first year will be to open new accounts, maintain any existing business and grow overall business > $200k. This position reports to the Regional Sales Manager. There are no direct reports to this position, however the person will have interface with members of a corporate team consisting of marketing, engineering, clinical, and management. The primary function of these teams is to help in the successful development and/or launching of new products. The secondary function, is to help the representative grow the business.
This is a field based role.
Responsibilities may include the following and other duties may be assigned:

• Learn the Product Line: During the first month meet with all key personnel to learn all aspects of the technology. Complete all modules in Medtronic Advanced Energy's on-line training and attend home-officer training program to learn all aspects of the technology/product line: Address technical aspects, specific industry applications, selling process, pricing, and score at least 90% or better on comprehensive test. Attend procedure(s) with designated Medtronic Advanced Energy's representative before training. Be in a position to present the technology, in the Operating Room or office setting, within 45 days.
• Implement Key Account Program: Identify the major new and existing accounts in the territory. Review the selling process by account. Include the identification of major target accounts, determine the sales team and staff support needs, assess need for the addition of new selling programs and processes, conduct competitive analysis, and implement the plan of action. This should be available within 60 days for review between you and your RBD:
  • Prioritize the territory within 30 days;
  • Profile four of the top 10 accounts in the first 30 days; and,
  • Develop account plans for profiled accounts in 45 days.
• Achieve Sales Targets and Quotas: In the first 45 days, conduct a complete review of the territory's sales plans and current tactics. Quickly identify the key voids and develop new programs to meet the company's aggressive sales plans to increase market share:
  • Open one new account with a stocking order within 90 days; and,
  • Meet or exceed your quarterly revenue target within 180 days.
    • Keep Current With Administrative Task: Sales Management requires several ongoing tasks to help ensure success of the business. The successful Sales Representative II will provide the Regional Sales Manager timely:
    • 90-day rolling forecast every thirty days. Provide information by account in unit volume. Forecast is used to project manufacture resource needs and future business strength;
    • Expense reports bimonthly;
    • Quarterly business objectives and periodic updated account plan: per Regional Sales Manager instruction; and,
    • Team sharing successful tactics, tough objections and product issues.
    • Develop Account Relationships: Within 2 quarters arrange and conduct educational in-services in top four accounts. Conduct Technical Symposium(s) in top four accounts within 2 quarters. Create relationships with all clinical and administrative personnel in key accounts. Identify opportunity to introduce Medtronic Advanced Energy's executive management to major accounts.
• Jointly develop a team strategy -this includes marketing, clinical, education and management that involves being actively engaged in helping the organization succeed while exercising independent, critical judgment of goals, tasks and methods:
  • Share and exchange information with team; particularly critical when sharing successful tactics, tough objections and product issues; and,
  • Commit to and build trust that binds the team to take on and complete substantial initiatives.
• Develop Account Relationships: Within 2 quarters arrange and conduct educational in-services in top four accounts. Conduct Technical Symposium(s) in top four accounts within 2 quarters. Create relationships with all clinical and administrative personnel in key accounts. Identify opportunity to introduce Medtronic Advanced Energy's executive management to major accounts.
• Responsible for executing an innovative marketing strategy using the Internet as the cornerstone of demand generation and education.
• All activities must be performed in compliance with the Quality System.
• Performs duties in compliance with environmental, health and safety related site rules, policies or governmental regulations.
• All other duties as assigned.

We seek out and hire a diverse workforce at every level: We need fresh ideas and inclusive insights to continue to be an innovative industry leader -that's why we make it a point to seek out, attract and develop employees who are patient-centric, passionate, and who represent the same wide variety of life experiences as our patients.
To learn more about Inclusion & Diversity at Medtronic Click Here
Must Have: Minimum Requirements
To be considered for this role, please ensure the minimum requirements are evident on your resume.

• Bachelor's Degree AND a minimum of 3 years of sales experience with 1 of those 3 years in medical sales; or
• Bachelor's Degree AND 1 year of Medtronic Neuroscience (Pain, Brain or Spine) Clinical Specialist or Sales Rep I experience along with 2 years of additional prior sales or clinical experience.

Nice to Have:

• Previous experience as an Advanced Energy Sales Specialist.
• Direct strategic sales experience.
• Experience in driving medical education.
• Familiarity with general surgery.
• Exposure to selling medical devices, using a concept selling process, to a customer base consisting of surgeons.
• A record of accomplishment of building and managing strong sales, introducing new marketing programs, managing costs, budgeting, developing sales forecasting methods, improving margins, and increasing revenue.
• Possesses leadership qualities, as identified by peers and superiors.
• Hospital budgeting and economic understanding.
• Ability to build relationships with a wide range of people and personalities.
• Ability to work in an operating room setting.
• Ability to work a flexible work schedule.
• Ability to work in a culture that emphasizes superior customer service, empowerment, participation and openness.
• Ability to be effective in a fast-paced environment.
• Exceptional written and verbal communication skills - including leadership, collaboration, and ability to communicate with management, peer groups and customers.
• Ability to present regularly to individuals as well as large and small groups.
• Proficiency with Microsoft Office Suite.

Physical Job Requirements:

• Ability to travel up to 75%
• Required to function using healthcare universal precautions to minimize exposure to infectious disease and radiation
• Ability to serve as the primary resource for scheduled and unscheduled clinical events, periodically required to work weekends, evenings and nights and may be required to engage in overnight travel within own district or neighboring districts
• Ability to work efficiently and autonomously with little direction when outside of clinical events
• Ability to attend national meetings, district meetings and other training as requested
• Ability to wear a 7-9 lbs protective lead apron for extended periods of time in the operating room
• Ability to lift up to 40 lbs
• Ability to sitting, standing, and/or walking for 8+ hours per day
• Ability to bend/stoop, squat and balance frequently
• Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer.

**Must have a valid driver's license and active vehicle insurance policy. In addition, your driving record will be reviewed and will be considered as part of your application.
The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)
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. Learn more about our benefits here.
This position is 100% commission based. The Sales Incentive Plan (SIP) provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards here.
DISCLAIMER:
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.
About Medtronic
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services 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 want to 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.