Medtronic Commercial Director - APAC - Digital Surgery in Thailand
Commercial Director - APAC - Digital Surgery
Apr 08, 2021
Careers that Change Lives
Digital Surgery is a data-driven company implementing cutting-edge AI technology, computer vision, and augmented reality to the operating room (OR) and surgical training. Our goal is to deliver safer surgery around the world. The DS1 is our first OR device, allowing surgeons, OR team members, and trainees to securely access videos of their procedures shortly after surgery. The device uses advanced AI algorithms that enable automatic processing and uploading of videos. Our surgical training platform is the award-winning Touch Surgery application that provides safe and accessible training for surgeons and other health care professionals.
As Commercial Director for APAC, youll both lead a team of high-performing sales people but own your accounts too and be actively selling yourself. Think of it like a player / coach role. Eventually your role will transition into mostly coach as the team grows. Your role will focus on the growth of our solutions to hospitals across APAC. This will include forecasts for potential new customers and tracking the sales pipeline through to signature, where youll begin to work with the Implementation Team. Its also important to highlight this role will be creating value propositions for a nascent product selling to hospitals / surgeons who are early adopters.
Heres what youll be doing (not all of it, just the important stuff!): Analyse market, segment accounts and define the optimal Digital Surgery portfolio in the territory
Maximise enterprise value measured in Revenues and Data, increase market share, and accelerate growth in the Digital Solutions segment
Create and execute strategies for each account to upsell, accelerate revenues and data acquisition
Oversee the execution and implementation of Digital Surgery projects to ensure the highest levels of quality, compliance and user engagement
Collaborate with supply chain, customer care, service delivery and indirect functions to ensure Digital Surgery accounts have the highest levels of service and satisfaction.
Develop and maintain Senior/C-Suite level relationships with strategic partners and work with them to identify and qualify new business opportunities.
Develop and drive appropriate portfolio management strategy in collaboration with the Business Units to expand and protect market share, optimise pricing strategy, and build long-term contractual agreements and relationships with clients and strategic partners.
Responsible for understanding the assigned accounts strategic priorities and developing appropriate value-added programs for each account.
Develop, communicate, and implement business plans to achieve strategic target business results.
Identify and develop ongoing mutual opportunities for sales growth within the portfolio
Manage effectively the territory quota ensuring that revenues and EBIT targets are achieved consistently.
Transform strategic vision into numbers, drive AOP, strategic plan and forecast process effectively
Analyse the market to identify unmet needs, create tailored value propositions and innovate new services solutions to capture new market opportunities.
Create a solid pipeline of business opportunities and operates the sales funnel
Interface with and leverage Medtronics other business units to drive our success
Your background will include enterprise software sales into hospitals - this is more about longer-term account based sales where we want to partner with our customers to provide an outstanding service and product so upselling in the future is really important. The Customer Success Team will help with the day to day account management and upselling once live.
Youll have a network at the exec level - CEO / CTO of hospitals and be comfortable with selling new products or RD to early adopter type customers.
Experience of data and analytics within healthcare would be the icing on the cake for us.
Comfortable working across the whole APAC
So whats it like working at Digital Surgery?
Part of the Medtronic family we benefit from a small company feel, within the worlds leading medical device company. We have 160 people globally, with teams across the Europe, US and Canada. The majority are based in our London HQ in Old Street. The company is made up of several teams covering Engineering, Product, Studio, Innovation, Marketing, HR, Operations, Finance and Sales. We care about our employees career and development, offering training internally as well as external courses and attending global conferences. We believe that helping you grow will help our company grow too.
We have our Family Meeting on Friday afternoons with beer, wine and cold drinks - its a great chance to meet new joiners, share success stories and hear whats been going on in the company that week.
Must Have: Minimum Requirements
Bachelors degree required
Minimum of 10 years of relevant sales experience or advanced degree with a minimum of 8 years of relevant sales experience
Nice to Have
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.
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. 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)
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.