Job Description
At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.
A Day in the Life
The purpose of the role is to provide clinical, technical and educational expertise in supporting the market development efforts for Medtronic products. Be a therapy champion and serve as a liaison for the sales organization while also applying consultative selling techniques, messaging and positioning of the Medtronic products and services. Communicate developments in techniques and technologies, impact of education programs, competitive activities, and customer response back to the Business Unit in order to ensure full leverage of the Medtronic portfolios of products and services.
• Critical to the role is the development of long-term relationships with customers. Contribution to the account blue sheet and strategic selling process. Liaising with the Account Manager (AM), Strategic Partnership Manager (SPM) and Regional Sales Manager (RSM) for account development and revenue growth.
Responsibilities may include the following and other duties may be assigned.
Conducts on-site education and / or consulting.
Supports field personnel in providing the best possible outcomes and service for Medtronic customers.
Partners with sales colleagues to develop and execute plans of sales for within one or more business unit(s).
Participates in conventions, forums, and meetings to increase product awareness.
Works closely with Clinical Lead, Clinical Management and Regional Sales team to provide customer case and sales support.
Identifies and facilitates execution on growth opportunities with Sales and Clinical Support Team.
Serves as a technical resource to support sales of a specific medical product or solution.
Responsible for reporting complaints and Adverse Drug Reactions (ADR)
• Product Champion
o Be the Medtronic therapy expert and product champion for Medtronic
products and therapies
o Provide on-site implant and follow-up support
o Work with local marketing and sales organizations on the development of
effective training and education events
o Assist in the development of sales and education materials for Medtronic
products and therapies
o Develop and maintain knowledge of competitive products
• Customer Education
o Train customers on safe and efficacious use of Medtronic products
o Provide technical explanation and demonstration to customers including,
congenital teams/physicians, staff and administration.
o Consult with physicians during use and/or implantation of Medtronic products.
o Solicit feedback from customers regarding product performance and design; relay such feedback to stakeholder teams
o Conduct training programs at Medtronic Centers of Excellence and participates in on-site follow up with customers
o Create and deliver presentations to customers during workshops and training programs
o Serve as an expert on the Medtronic products – including set-up, demonstrations and trouble shooting
• Technical and Clinical Resource
o Provide technical support for all product implants (trouble shooting, etc.)
o Gather and communicate input from field to marketing regarding market
trends, customer satisfaction, competition, product issues
o Provide support to clinicians in preparing presentations and articles.
o Track and provide data collecting support for on-going clinical studies as
requested
• Sales Interface
o Serve as a field resource to Account Managers for Medtronic products and
provide regular and structured communication to sales organization regarding communication with current account and potential customers
• General
o Provide clinical/ technical support aimed at growing sales of Medtronic
products and other programs as integrated in the assigned territory/ region.
o Meet and exceed sales targets for the territory/ region and contribute to the
overall performance of Medtronic.
o Launch new therapies successfully at the field level.
o Business and marketing strategy implementation at the field level in alignment with national and regional strategies and priorities.
o Segment and prioritize customers in the field at the institution and individual level.
o Segment and leverage the Medtronic product portfolio to maintain or become the key supplier at the institution level.
o Understand technologies, products, procedures, competitors and their
products and outcomes expected to advise and support our customers.
o Establish and apply detailed knowledge base of account structure and
objectives.
o Manage and optimize field inventory, including consignment stock, product
nearing expiry and field quality actions.
o Document all customer-initiated clinical activity and meaningful sales activity into Salesforce Dotcom.
o Ensure ongoing personal training on all product lines and knowledge of
current literature in all fields directly related to product lines.
o Effectively leverage field tools and iPad content with customers, as necessary.
o Support account clinical support demands and requirements.
o Provide required training to customers on Medtronic products and services.
o Be fully aware of the strategic plan of the institution, priorities, making sure we are matching them totally or to a significant level to maintain and grow share as well as to introduce new therapies.
o Be involved in Medtronic product trials and clinical evaluations.
o Collect annual statistics in a timely and accurate fashion.
o Ensure that Medtronic’s ethical position is maintained and effectively
communicates and manages his/her compliance, education and adherence to the code of conduct.
o Comply with operating policies, business conduct standards, systems and
processes.
• Other duties as assigned.
SPECIALIST CAREER STREAM: Typically an individual contributor with responsibility in a professional discipline or specialty. Delivers and/or manages projects assigned and works with other stakeholders to achieve desired results. May act as a mentor to colleagues or may direct the work of other lower level professionals. The majority of time is spent delivering and overseeing the projects – from design to implementation - while and adhering to policies, using specialized knowledge and skills normally acquired through advanced education.
DIFFERENTIATING FACTORS
Autonomy: Seasoned individual contributor.
Works independently under limited supervision to determine and develop approach to solutions.
Coaches and reviews the work of lower level specialists; may manage projects / processes.
Organizational Impact: May be responsible for entire projects or processes within job area.
Contributes to the completion of work group objectives, through building relationships and consensus to reach agreements on assignments.
Innovation and Complexity: Problems and issues faced are difficult, and may require understanding of multiple issues, job areas or specialties .
Makes improvements of processes, systems or products to enhance performance of the job area.
Analysis provided is in-depth in nature and often provides recommendations on process improvements.
Communication and Influence: Communicates with senior internal and external customers and vendors.
Exchange information of facts, statuses, ideas and issues to achieve objective, and influence decision-making.
Leadership and Talent Management: May provide guidance, coaching and training to other employees within job area.
May manage projects, requiring delegation of work and review of others' work product .
Required Knowledge and Experience: Requires advanced knowledge of job area combining breadth and depth, typically obtained through advanced education combined with experience.
May have practical knowledge of project management.
Requires a Baccalaureate degree (or for degrees earned outside of the United States, a degree which satisfies the requirements of 8 C.F.R. § 214.2(h)( 4)(iii)(A) and minimum of 4 years of relevant experience, or advanced degree with a minimum of 2 years relevant experience.
In the APAC Region Only:
• High School Diploma with a minimum of 8 years relevant experience; or
• Associate Diploma with a minimum of 6 years relevant experience
PHYSICAL JOB REQUIREMENTS
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.
Medtronic Canada strives through our vision to build a culture of inclusiveness through our commitment to employment equity and diversity. Discrimination is prohibited on any grounds protected under Canadian Human Rights legislation. Employment applications are encouraged from all members of our community. Upon request, candidates with disabilities will be accommodated during the recruitment process.
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.
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.
About Medtronic
We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 95,000+ passionate people.
We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.
Learn more about our business, mission, and our commitment to diversity here