Senior Government Sales Representative - ACM

Job description

We anticipate the application window for this opening will close on - 26 Jun 2026 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 LifeWe are seeking a committed professional to join our team. While this is a remote position not located at a physical Medtronic site, the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role. The Senior Government Sales Representative is the primary field-facing individual for the Medtronic Acute Care & Monitoring (ACM) Government Strategic Programs organization within an assigned geographic region. This individual is accountable for selling and growing the strategic components of the ACM portfolio — spanning Acute Care & Patient Monitoring device sales and Digital Health Home solutions— across VA Medical Centers (VAMCs), DoD Military Treatment Facilities (MTFs), and Indian Health Service accounts within their region. This role reports to the National Director for Government Strategic Programs; and serves as the face of Medtronic's federal healthcare business at the region level. The ideal candidate combines federal health sales experience with a consultative, multi-product selling approach, and demonstrates the ability to navigate complex government procurement and clinical environments while maintaining rigorous pipeline discipline and customer relationship management. Territory: The territory includes Arkansas, Indiana, Iowa, Michigan, Minnesota, Missouri, Nebraska, North Dakota, and South Dakota. While candidates may be based anywhere within the territory, there is a strong preference for individuals located in close proximity to a major airport to support travel across the region. A Day in The Life The Senior Government Program Sales Representative spends their time building relationships, advancing opportunities, and delivering value across a broad federal account base. The role blends clinical selling with program management, requiring fluency across both medical device and digital health businesses within the same territory. No two days are the same: one day may focus on competitive displacement at a VA Medical Center; the next on advancing a VISN-level standardization conversation or supporting a Digital Health enrollment initiative. Success in this role comes from the ability to manage complexity across a diverse portfolio, stay aligned with a collaborative franchise team, and operate with the discipline and integrity that federal market engagement demands. Acute Care & Patient Monitoring — Territory Sales 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/W 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. Digital Health Home (RPM-HT) & Telehealth — Territory Revenue 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. Provide territory-level program updates to the National Key Account Manager — VA, and other Digital Health stakeholders. Cross-Portfolio & Federal Account Management Execute cross-sell campaigns leveraging the ACM installed base to open Digital Health conversations — and vice versa. Conduct territory-level quarterly business reviews covering full portfolio performance across Acute Care and Digital Health. Maintain opportunity pipeline coverage across Acute Care and Digital Health programs combined. Manage VA Facility-level, VISN-level, and MTF relationships in concert with the National Key Account Manager — VA and commercial sales & clinical teams. Lead and participate in joint call planning with aligned ACM commercial sales representatives and clinical specialists. Map DHA procurement contacts and support MTF product evaluations (McGrath MAC, Nellcor, Argos, airway management) within DoD/W accounts. Maintain accurate CRM pipeline hygiene across all product lines; update accounts and opportunities weekly. Ensure all federal engagement complies with FAR/VAAR regulations and Medtronic government contracting policies. Required Knowledge and Experience: High School Diploma (or equivalent) AND 8+ years experience* OR Associate’s Degree AND 6+ years experience* OR Bachelor’s Degree AND 4+ years experience* *Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences. Nice to Have 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. Core Competencies Consultative and outcomes-based sales approach; ability to translate clinical evidence and program outcomes data into compelling commercial narratives for diverse stakeholder audiences. Strong account management skills; ability to navigate complex institutional procurement environments. High pipeline discipline and CRM rigor; able to maintain accurate, current opportunity records across multiple product lines and accounts simultaneously. Cross-portfolio selling capability; comfortable managing concurrent device sales cycles and digital health program conversations within the same account. Collaborative working style; effective at co-selling and co-presenting with clinical specialists, contract administrators, and national key account colleagues. Strong communication and presentation skills; able to engage credibly with clinical, administrative, and procurement stakeholders at all organizational levels. Self-directed and adaptive; able to independently manage a broad geographic territory with minimal day-to-day oversight while maintaining alignment with franchise priorities. Proficiency in Microsoft Office Suite, and CRM platforms (e.g., Salesforce). This position is a field-based role requiring regular travel to VA Medical Centers, DoD Military Treatment Facilities, and other government facilities within the assigned territ