Hybrid Senior Director, Strategic Accounts – GPOs

at Medtronic

• Job title: Senior Director, Strategic Accounts – GPOs
• Job type: Full Time
• Experience level: Senior
• Salary: €105,120 - €157,680 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Warsaw, Poland

About the role

• Senior Director leading strategic accounts in healthcare at Medtronic. Driving sustainable growth and partnerships with major healthcare stakeholders across regions.

Responsibilities

• Develop Systematic Market and Account Understanding: Build comprehensive insight into regional market trends, healthcare system priorities, procurement dynamics, and competitive landscape.
• Develop deep understanding of account specific needs, including C-suite, procurement, 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 development of short- and long-term account strategies across private hospitals, public hospitals, large healthcare groups, GPOs, and health authorities.
• Cultivate Senior-Level and Procurement‑Level Relationships: Establish and maintain strong, trust-based relationships with C-suite leaders, procurement bodies, and GPO executives.
• Drive Profitable Revenue Growth and Account Expansion: Identify and qualify opportunities for cross-selling, upselling, therapy expansion, and new solution adoption.
• Implement Pan-Medtronic Value Propositions: Understand the portfolio management strategy in the regions/clusters/countries.
• Manage Strategic Accounts Across Borders: Coordinate with regional and country teams to ensure seamless engagement, consistent execution, and harmonized commercial approaches across geographies.
• Monitor, Analyze, and Optimize Account Performance: Oversee, monitor, and analyze performance metrics, pipeline progress, and procurement cycles for strategic accounts.
• Foster a High-Performance, Inclusive Culture: Partner closely with the IO (Innovation & Operational Excellence) pillar and utilize its capabilities for excellence in execution.

Requirements

• Bachelor’s degree in Business, Engineering, Healthcare Management, Public Health, or a related field.
• Master’s degree or MBA is an advantage.
• 15+ years of experience in strategic account management, business development, procurement strategy, or healthcare sales.
• Proven experience managing large and complex accounts across private, public, GPO, and HA settings.
• Strong C-suite and senior stakeholder engagement capabilities.
• Multi country experience with hospital systems, procurement bodies, or government health entities.
• Expertise in negotiation, contracting, procurement frameworks, and long-term partnerships.
• Knowledge of healthcare policy, reimbursement systems, and procurement governance.
• Strategic thinking with strong analytical capabilities and experience in systematic account planning.
• Strong interpersonal and communication skills, with experience leading cross regional initiatives and influencing without authority.
• Strong financial and business acumen, including understanding of KPIs and business case development.
• Familiarity with CRM and analytics platforms is an advantage.
• Fluency in English.
• Willingness and ability to travel extensively across the region.

Benefits

• Competitive Salary
• Flexible Benefits Package