Principal Sales Representative – Government

Jobtailor; Deutschland; Vor Ort; EUR 110.000 - 140.000; Vollzeit

Zusammenfassung

Medtronic seeks a strategic sales professional to grow its ACM portfolio across VA and DoD facilities in Germany. You will defend standardization agreements, drive disruptive upgrades, and engage clinical leadership to expand adoption of Nellcor, Microstream, McGrath MAC, Shiley, and Argos platforms.

You will manage multi-stakeholder accounts, leverage CRM to maintain pipeline hygiene, and coordinate with national account teams on RPM and enterprise agreements.

Qualifikationen

• Experience in medical devices, medtech, healthcare, or life sciences.
• Familiar with federal procurement processes and contract vehicles (FSS/MAS).
• Ability to navigate multi-stakeholder clinical accounts across large healthcare systems.
• Proven track record in competitive displacement or account conversion in healthcare tech.

Aufgaben

• Sell and grow strategic components of the ACM portfolio and expand adoption.
• Defend and expand standardization agreements at VA facilities and DoD health systems.
• Execute competitive displacement strategy in priority accounts.
• Drive upgrade cycles within the installed base to current-generation monitoring platforms.
• Engage anesthesiology, OR leadership, and clinical education stakeholders to expand adoption.

Kenntnisse

CRM Salesforce

Stakeholder mgmt

Medical devices sales

Federal procurement

Territory mgmt

Clinical education

Account management

RPM programs

Healthcare technology sales

Ausbildung

High School Diploma

Associate’s Degree

Bachelor’s Degree

Tools

Salesforce CRM

Jobbeschreibung

Responsibilities

• Sell and grow strategic components of the ACM portfolio: Nellcor™ pulse oximetry, Microstream™ capnography, McGrath MAC™ video laryngoscopy, Shiley™ airway management, and Argos™ cardiac output monitoring.
• Defend and expand Medtronic standardization agreements at assigned VA Medical Centers (VAMCs) and DoD/Military Treatment Facilities (MTFs).
• Execute competitive displacement strategy in priority accounts.
• Drive technology upgrade cycles within the installed base; identify opportunities to advance customers to current‑generation monitoring platforms.
• Engage anesthesiology departments, OR leadership, and clinical education stakeholders to expand McGrath MAC™ adoption.
• Pursue VISN‑level standardization opportunities by working alongside the National Key Account Manager — VA to lock in enterprise Patient Monitoring agreements.
• Drive HealthCast Home hardware sales and service enrollment across assigned VA territories.
• Maintain and grow HealthCast Home program revenue within assigned VISNs through active Nurse Care Coordinator relationships.
• Coordinate with the National Key Account Manager — VA on RPM‑HT contract vehicle strategy.
• Track and actively grow InterVIEW video telehealth adoption at VA facilities within the territory.
• Conduct territory‑level quarterly business reviews covering full portfolio performance across Acute Care and Digital Health.
• Manage VA Facility‑level, VISN‑level, and MTF relationships in concert with the National Key Account Manager — VA and commercial sales & clinical teams.
• Maintain accurate CRM pipeline hygiene across all product lines; update accounts and opportunities weekly.

Requirements

• High School Diploma (or equivalent) AND 10+ years experience OR Associate’s Degree AND 8+ years experience OR Bachelor’s Degree AND 6+ years experience
• Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences.
• Prior sales experience within VA, DoD/Defense Health Agency, or other federal health account environments.
• Experience selling capital medical equipment, patient monitoring devices, or digital health / remote patient monitoring solutions in a clinical setting.
• Familiarity with federal procurement processes including Federal Supply Schedule (FSS/MAS) contract vehicles, VISN‑level standardization processes, and eBuy/SAM.gov platforms.
• Demonstrated ability to navigate multi‑stakeholder clinical accounts (Biomedical Engineering, Nursing, Anesthesiology, Procurement) across large institutional healthcare systems.
• Track record of competitive displacement or account conversion in a medical device or healthcare technology sales environment.
• Knowledge of Remote Patient Monitoring (RPM) programs.
• Experience with CRM systems (e.g., Salesforce) and disciplined pipeline management practices.
• Product familiarity with patient‑monitoring platforms or airway‑management/perioperative solutions is preferred.