Greenfield Account Lead-Strategic Accounts-Gurgaon/Mumbai

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

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

• About the Role: The Greenfield Accounts role is a vital member of the Strategic Accounts Accelerator (SAA) leadership team. The SAA is a commercial enabler with the mandate to drive durable profitable growth, maximize Medtronic s presence, and unlock new opportunities in key accounts to position Medtronic as the partner of choice. This position plays a pivotal role within the Strategic Accounts Accelerator (SAA) team, focusing on establishing strategic partnerships with healthcare investors, hospital systems, and government bodies in the early stages of new hospital construction and expansion projects (collectively known as Greenfield projects). By engaging stakeholders before hospitals are operational, this role aims to position Medtronic as the preferred partner for these new ventures. The Greenfield Strategic Accounts Lead will proactively build relationships, understand the evolving healthcare landscape, and align Medtronic s comprehensive portfolio and services to meet the needs of these highpotential accounts. This early engagement strategy is designed to ensure Medtronic s involvement throughout the hospital s journey from concept and design to construction and to fully operational status and beyond.
• Key Responsibilities:
• Engage Early and Collaborate with Relevant Stakeholder
• Engage with regional stakeholders, including investors, healthcare providers, and government entities, to identify the needs and opportunities within Greenfield projects.
• Build strategic relationships at the senior and C-suite level early in the planning and construction phases, positioning Medtronic as the partner of choice in advance of competitors.
• Manage Greenfield Project Pipeline o Maintain a robust pipeline of high-quality Greenfield projects across the region, ensuring Medtronic s presence in all viable strategic new hospital builds and facility expansions.
• Use market intelligence, data analysis, and industry relationships to identify and monitor all upcoming Greenfield projects, staying ahead of emerging opportunities.
• Implement Disciplined Project Selection and Prioritization o Implement a disciplined prioritization framework to target high-potential Greenfield projects in key markets, focusing resources where the impact will be most significant.
• Evaluate each project s strategic fit with Medtronic s long-term objectives, with the goal of transitioning them into future Strategic Accounts Management (SAM) opportunities.
• Develop Customized Strategic Value Propositions o Develop customized service offerings and value propositions specifically designed for Greenfield accounts, utilizing Medtronic s full product portfolio, Integrated Health Solutions (IHS), and other relevant services.
• Differentiate Medtronic from competitors by tailoring these offerings to the specific needs of each Greenfield project, ensuring relevance and appeal for all key stakeholders involved. Page 2 of 2
• Drive Innovative Deal Structuring and Revenue Generation o Employ creative deal structures to secure long-term revenue pools, including capital equipment deployment before hospital openings and committed product pull-through post-opening.
• Develop flexible and innovative partnership agreements that provide value at each stage of the hospital s lifecycle, from concept and design to construction and full operation.
• Foster a High-Performance, Inclusive Culture o Collaborate with the SAA Services and utilize its capabilities for seamless execution.
• Foster an inclusive, collaborative, and high-performance culture within the Greenfield team, promoting accountability, innovation, and a commitment to excellence.
• Lead by example, encouraging continuous improvement, open communication, and a strong commitment to customer success. Qualifications: Must-Haves:
• Bachelor s degree in Engineering, Business, Healthcare Management, or a related field.
• Proven experience (10+ years) in strategic account management, healthcare partnerships, or business development, with a track record of establishing relationships in large-scale, long-term projects.
• Strong knowledge of healthcare market dynamics, particularly in the context of new hospital construction and facility expansions.
• Proven ability to engage and build relationships with senior and C-suite stakeholders across diverse organizations, including investors, government agencies, and healthcare providers.
• Exceptional analytical and strategic planning skills, with experience in pipeline management, project prioritization, and market intelligence.
• Strong interpersonal and communication skills; capable of collaborating effectively with cross-regional teams and leading through influence to enhance account management capabilities.
• Proficiency in contract negotiation and account management, with a history of achieving growth targets and building long-term partnerships.
• Understanding of financial performance analysis, business case development, and operational KPIs.

• Nice-to-Haves:
• Master s degree, MBA, or equivalent advanced degree.
• Prior experience working on Greenfield projects or similar large-scale healthcare infrastructure initiatives.
• Demonstrated expertise in creating and executing innovative value propositions and deal structures.
• Familiarity with Medtronic s portfolio and knowledge of Integrated Health Solutions (IHS) offerings.
• Skilled in using CRM and analytics tools to support Greenfield project tracking, market analysis, and account performance evaluation

SALES PROFESSIONAL CAREER STREAM: Typically sales professional individual contributors with direct sales responsibilities. May direct the work of other lower level sales professionals or manage sales processes and / or accounts involving multiple team members. The majority of time is spent establishing and maintaining customer relationships, developing new customer relationships, implementing sales strategies and closing sales. DIFFERENTIATING FACTORS Autonomy: Recognized sales expert, managing large accounts involving multiple team members.
Develops proposals and assesses customer needs in order to recommend customized products/services .
Limited oversight from sales manager.
Works with senior executives within a hospital structure. Organizational Impact: Works to achieve individual sales targets and execute on sales strategy by developing new accounts and/or expanding existing accounts, expanding and developing new markets, and building strategic client base.
Has a major impact on achieving functional results and contributes to the strategic planning efforts.
May manage multiple large accounts or large, complex, high visibility, strategic, or tactically important accounts, involving multiple team members. Innovation and Complexity: Makes moderate to significant improvements of sales processes and tools to enhance performance of job area.
Recommends changes in market or account strategy to achieve sales goals .
Exercises judgment in selecting methods and techniques for obtaining results. Communication and Influence: Influences internal contacts (within and outside of the job area) and external suppliers, customers and / or vendors regarding policy, practices and procedures.
Communicates with high level business stakeholders at external suppliers, customers and / or vendors, involving expert negotiation and / or presentations in order to manage and expand strategic relationships and close sales. Leadership and Talent Management: Determines methods and procedures on new assignments and may coordinate activities of other personnel.
Typically responsible for providing guidance, coaching and training to other sales professionals and / or support employees.
Typically responsible for managing major / complex accounts at this level, involving delegation of work and review of work products . Required Knowledge and Experience: Requires deep knowledge of job area typically obtained through education combined with extensive sales experience.
Typically viewed as having a specialty within discipline.
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 10+ years of relevant experience and expert level knowledge of company products and services.

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 90,000+ 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