Medtronic is seeking a Director, Health Plan Solutions (Diabetes) to drive market access and transform diabetes care. In this role, you will lead a team of Account Managers to strengthen health plan relationships and expand access to innovative diabetes technologies. You will develop and execute strategies to secure coverage, negotiate reimbursement, and influence payer medical policy for current and future products.
What You'll Do
- Recruit, coach, and develop a high-performing team through role design and territory planning to achieve business objectives.
- Foster a culture of accountability, collaboration, and continuous improvement.
- Set clear performance standards, provide constructive feedback, and mentor team members for professional growth.
- Coach account managers on product knowledge, marketing campaigns, sales techniques, and standards to achieve sales targets.
- Define and execute payer engagement strategies to expand contracted coverage and optimize reimbursement.
- Negotiate contract pricing and terms for competitive positioning and profitability.
- Influence payer medical policy to secure coverage for diabetes technologies.
- Lead field sales in implementing pull-through programs to optimize contract performance.
- Resolve market access obstacles and objections promptly.
- Conduct quarterly business reviews with targeted payers to identify growth opportunities and strengthen partnerships.
- Collaborate with internal teams (Sales, Marketing, Finance, Clinical, Legal) to align payer strategies with business objectives.
- Provide actionable insights to inform product positioning, advocacy, and strategic planning.
- Establish and refine processes to maximize efficiency and productivity.
- Monitor payer trends, contract performance, and market dynamics to guide decisions.
- Deliver executive-level reporting on access and reimbursement goals.
- Set quarterly targets, drive business reviews, and ensure accountability for outcomes.
- Make independent business decisions to manage payer relationships.
- Maintain high personal performance standards while balancing priorities.
- Perform other duties as assigned by the Sr. Director, Health Plan Solutions.
What We're Looking For
- Bachelor's degree and a minimum of 10 years of relevant sales experience.
- OR an advanced degree with a minimum of 8 years of relevant sales and leadership experience.
- Must have a valid driver's license and active vehicle insurance policy.
Nice to Have
- Demonstrated success in payer negotiations and team leadership.
- Familiarity with diabetes technologies and emerging trends.
- Experience in DME and Pharmacy reimbursement models.
- Demonstrates strong communication and organizational skills in dynamic settings.
- Track record of leading high-performing sales teams and fostering a culture of accountability and growth.
- Experience in cross-functional collaboration and executive-level engagement.
- In-depth knowledge of health plan operations, reimbursement methods, and payer contracting strategies.
- Expertise in strategic planning, development and execution planning.
- Ability to leverage data-driven insights and market analytics to inform decisions.
- Understanding compliance and regulatory requirements related to payer contracting and healthcare policies.
- Identifies opportunities and new programs to meet the organization's sales plans to increase market share.
Team & Environment
This role leads a team of Account Managers and reports to the Sr. Director, Health Plan Solutions.
Benefits & Compensation
- Compensation range: $180,000 - $200,000
- Health, Dental and vision insurance
- Health Savings Account
- Healthcare Flexible Spending Account
- Life insurance
- Long-term disability leave
- Dependent daycare spending account
- Tuition assistance/reimbursement
- Simple Steps (global well-being program)
- Incentive plans
- 401(k) plan plus employer contribution and match
- Short-term disability
- Paid time off
- Paid holidays
- Employee Stock Purchase Plan
- Employee Assistance Program
- Non-qualified Retirement Plan Supplement (subject to IRS earning minimums)
- Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)
Work Mode
This is a hybrid position based in the United States.
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.
