Regional Director East Health Plan Solutions

Location:

Philadelphia, Pennsylvania, United States

Requisition #:

22000DKY

Post Date:

6 days ago


**Careers that Change Lives**


**A Day in the Life**


The Diabetes Group at Medtronic is part of Medtronic plc, the global leader in medical technology. We are committed to ongoing breakthrough developments in leading-edge technology, unrivaled service and support, and uncompromising leadership. Medtronic is working with the global community to change the way people manage diabetes. Together, we will transform diabetes care by expanding access, integrating care and improving outcomes, so people with diabetes can enjoy greater freedom and better health.


The Health Plan Solutions (HPS) team leads account management activities with all Medtronic Diabetes Health Plan customers driving Operating Unit revenue growth by leveraging strong executive-level health plan relationships to:


+ Build awareness and coverage for Medtronic Diabetes products and solutions

+ Negotiate favorable pricing

+ Improve collectability

+ Increase efficiencies in sales and operations


The HPS team also specializes in developing and executing new business models with health plans that range from strategic pricing deals to value-based healthcare partnerships to create sustainable differentiation for Medtronic Diabetes products and solutions.


The ideal candidate will be strategic, creative, and execution-focused, will possess strong leadership and communication skills, and must be highly organized, collaborative, and energetic. This individual must have a strong track record of sales and execution performance and people development.


The Regional Director Health Plan Solutions will lead a team of National and Corporate Account Managers that perform account management activities with all Medtronic Diabetes health plan customers. He/She will be leading a team while also developing broad and deep executive-level relationships in targeted strategic accounts. The individual will leverage those relationships to identify customer pain points and areas of opportunity to create mutually beneficial strategic solutions. The role will also lead cross-functional team collaboration to develop and execute strategic partnerships with targeted accounts.


The Regional Director will also work closely and collaboratively with Regional Sales Directors to identify opportunities for Account Managers to drive field sales pull through with providers in sales regions.


**Responsibilities may include the following and other duties may be assigned.**


+ Lead team to expand Medtronic Diabetes current contracted base through key account targeting, driving contract pricing to meet goals, and create favorable medical policy for current and future technologies.

+ Develop region sales plan leading team to develop territory-level and account-level plans for the top health plans within the region.

+ Lead team to execute on all PACE (Price, Access, Collectability, and Efficiency) activities with assigned payer customers.

+ Develop trusted advisor relationships and build strong Diabetes brand with key business executives and stakeholders: C-Suite level administrators, Innovation leadership, and Medical Directors.

+ Move strategic customers from current state to trusted strategic partnerships.

+ Work closely with key stakeholdersto launch and lead execution of Diabetes solutions into payer organizations to address customers long-term strategic imperatives and provide feedback to the internal organization on potential new solutions.

+ Develop strong relationships with Regional Sales Directors (RSDs) and District Managers (DMs) and lead team to develop their own strong relationships with assigned DMs and Territory Managers.

+ Collaborate with Regional Directors and lead team to develop strong partnerships with DMs and TMs to implement business plan strategies and achieve/exceed AOP goals.

+ Provide leadership and subject matter expertise to the Diabetes field sales team and HPS team on the changing healthcare dynamics and the needs of the payer customer. Proactively share best practices across Diabetes BUs and Strategic Channels.

+ Lead team to perform quarterly business reviews in collaboration with the local field teams in targeted accounts.


**Must Have: Minimum Qualifications**


+ Bachelors Degree and minimum of 10 years of relevant sales experience , or advanced degree with a minimum of 7 years relevant sales experience


**Nice to Have**


+ 5+ years leadership experience

+ MBA or advanced degree

+ Knowledge of health policy, healthcare reform, payer landscape highly preferred

+ Experience in consulting or healthcare industry (i.e. medical device, health policy research, biotech, life sciences; health insurance, or pharmaceutical)

+ Demonstrated experience solving complex problems and delivering significant value through diverse teams.

+ Diabetes sales experience and/or detailed understanding of type 1 and 2 diabetes and the therapeutic and diagnostic devices for treatment of diabetes

+ Strong strategic and business acumen skills

+ Understanding of PL and financial statements

+ Proven track record of influence management within a matrix environment

+ Excellent verbal, written and presentation communication skills especially executive presence and C-Suite presentation and sales experience

+ Proven ability to successfully execute a complex sales process and interact with the C-Suite

+ Superior negotiation skills and influence management skills (proven with large customers)

+ Strategic, out-of-the-box, thinking to be capable of pivoting on the spot in executive meetings based on customer feedback

+ High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities. Must be comfortable with ambiguity.

+ Prior account management responsibilities in one of the following: Integrated Healthcare Systems (IHS), Integrated Delivery Net (IDN), Health Systems, Managed Care Organizations, Payers, or equivalent consultant experience.

+ Experience working on strategy / analysis / strategic marketing (i.e. financial, forecasting, analytics, strategic plans, marketing strategy, sales strategy, quantitative/qualitative analysis, and/or business/financial modeling

+ Analytical problem-solving ability Ability to analyze data from multiple sources, integrate this information and formulate impactful strategic and tactical plans to drive the business. A strength in simplifying complex questions into flexible models to drive business decisions.

+ Strategic thinking and influence Need to play a leadership role in strategic thinking and formulating impactful strategies that will drive market penetration and share. This position relies on a high degree of influence management skills with Downstream Marketing, HER, Finance, Diabetes Operating Unit, and Senior Diabetes Leadership.

+ Demonstrated team player; regularly participate in facilitating the success of others

+ Demonstrated Core Behaviors

+ Customer Focus

+ Integrity

+ Candor

+ Trust and Respect

+ Courage

+ Accountability

+ Passion to Win

+ Ability to travel (~50%)


**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. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.


**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.


The physical demands described within the Day in the Life 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
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.