Job Description

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

The Surgical Operating Unit (or business) strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions across the care continuum. Be a part of a company that thinks differently to solve problems, make progress, and deliver meaningful innovations.

The Kaiser Alliance Program Director (MAP) will lead strategic account execution and business performance across the Kaiser Permanente system within the Region. This role is responsible for driving growth, executive engagement, contracting strategy, innovation adoption, and operational alignment across the Surgical portfolio while delivering a unified One Surgical customer experience.

The role partners closely with Sales leadership, cross-functional business partners, and executive customer stakeholders to advance long-term strategic partnerships, accelerate commercial performance, and position Medtronic as a trusted enterprise partner within one of the nation’s most complex integrated delivery networks

We look for leaders who have a clear vision of where we are going and how to get there, bold inclusive thinkers who create new ideas and bring our best solutions forward to benefit our patients, business partners, and customers.

• Lead the day-to-day strategic execution and overall business performance across the Kaiser Permanente account within the Southwest Region.
• Lead and develop a high-performing sales organization consisting of full-line Surgical Account Managers (SAM) and Surgical Onsite Specialists (SOS), providing coaching, talent development, performance management, and organizational leadership across the Kaiser team.
• Drive accountability and execution across the Kaiser organization through field engagement, strategic coaching, performance management, forecasting accuracy, and disciplined operational leadership.
• Drive growth across the Surgical portfolio through strategic account planning, contracting execution, conversion management, and executive stakeholder engagement.
• Develop and maintain strong relationships with Kaiser executives, supply chain leaders, clinicians, and operational stakeholders to strengthen long-term partnership alignment.
• Lead and develop a high-performing sales organization, providing coaching, performance management, talent development, and organizational leadership across the Kaiser team.
• Partner closely with the Regional Vice President and Senior Director, Strategic Accounts to align long-term strategy, customer priorities, and business continuity initiatives.
• Execute enterprise account strategies that support account security, competitive conversions, growth initiatives, and innovation adoption across the Surgical portfolio.
• Influence and coordinate cross-functional teams including Sales, Marketing, Finance, Contracting, Clinical, Operations, and Supply Chain to address customer priorities and accelerate business opportunities.
• Conduct executive business reviews, strategic planning sessions, and operational discussions with internal leadership and customer stakeholders.
• Lead complex negotiations, contracting discussions, and issue resolution efforts while balancing customer objectives and business performance goals.
• Prepare, analyze, and implement contract strategy, pricing initiatives, compliance measures, business reviews and performance metrics to improve contract health and business outcomes.
• Leverage the power of the One Surgical strategy to differentiate Medtronic from competitors and expand access for growth platforms and strategic initiatives.
• Maintain strong understanding of healthcare economics, reimbursement trends, IDN strategy, GPO dynamics, and competitive market activity impacting the Kaiser business.

In order to be successful in this role, you will have the following:

• Documented success within the Kaiser Permanente system, including demonstrated ability to navigate highly matrixed organizational structures, executive stakeholder alignment, and complex enterprise decision-making processes.
• Documented track record of quota success and strategic account performance within complex contracting environments.
• Proven experience managing executive customer relationships and influencing key stakeholders across large IDNs or integrated health systems.
• Demonstrated ability to lead cross-functional teams and align internal stakeholders toward a common business strategy.
• Proven ability to articulate and deliver economic value propositions to executive-level healthcare audiences including Supply Chain, Finance, Clinical, and C-Suite leaders.
• Documented success with competitive conversions and business growth initiatives across strategic healthcare customers.
• Demonstrated success balancing strategic account leadership with front-line commercial execution and people leadership responsibilities.
• Proven ability to operate effectively within highly complex, matrixed organizations while driving accountability and execution.
• Strong business, financial, analytical, and contracting acumen with the ability to leverage data to support strategic decision-making.
• Established reputation for collaboration and partnership across Sales, Marketing, Finance, Contracting, Clinical, Legal, and Operations teams.

Skills and Attributes

• Executive Presence
• Strategic Thinking and Business Acumen
• Team Leadership & Talent Development
• Relationship Management & Executive Influence
• Cross-Functional Leadership
• Exceptional Written and Verbal Communication

Must Have: Minimum Requirements

• Bachelors degree required
• Minimum of 10 years of medical device sales experience with a focus in leading contracting or equivalent consulting and/or leadership experience in healthcare or an advanced degree and minimum 8 years of medical device sales experience with a focus in leading contracting or equivalent consulting and/or leadership experience in healthcare

Nice to Have/ Preferred Qualifications

• MBA or master’s degree in marketing or communication
• Strong Strategic and Business Acumen skills. Understanding of P&L and customer financial statements
• Proven ability to successfully execute a complex sales process and interact with the C-Suite
• Experience in reading, analyzing and writing strategic plans and proposals with customers
• Proven ability as a leader in defining and developing business or markets
• Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management and customers
• Excellent verbal, written and presentation communication skills – especially executive presence and C-Suite presentation and sales experience
• Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts
• High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities
• High performer in current and previous roles
• Strong negotiating skills
• In depth knowledge of healthcare industry, environment and GPOs/IDNs

For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.

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. 

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

U.S. Work Authorization & Sponsorship

At Medtronic, we are committed to fostering an environment where employees can thrive and make a meaningful impact. In alignment with our enterprise-wide workforce planning approach, U.S. work authorization sponsorship (H-1B, TN, J, etc.) is offered exclusively for Principal-level roles and above, where specialized expertise aligns with long-term business needs. Roles below the Principal level require candidates to possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.

Join us in our mission to alleviate pain, restore health, and extend life—where your unique background and perspective are valued.

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.

Salary ranges for U.S (excl. PR) locations (USD):$200,000 - $200,000This position is eligible for an annual long-term incentive plan.The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others).

In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals.

The following benefits and additional compensation are available to those regular employees who work 20+ hours per week: 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, andSimple Steps (global well-being program).

The following benefits and additional compensation are available to all regular employees: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), andCapital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums).

Regular employees are those who are not temporary, such as interns. Temporary employees are eligible for paid sick time, as required under applicable state law, and the Employee Stock Purchase Plan. Please note some of the above benefits may not apply to workers in Puerto Rico.

Further details are available at the link below:

Medtronic benefits and compensation plans

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 95,000+ 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

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. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

If you are applying to perform work for Medtronic, Inc. (“Medtronic”) in any position which will involve performing at least two (2) hours of work on average each week within the unincorporated areas of Los Angeles County, you can find here a list of all material job duties of the specific job position which Medtronic reasonably believes that criminal history may have a direct, adverse and negative relationship potentially resulting in the withdrawal of a conditional offer of employment. Medtronic will consider for employment qualified job applicants with arrest or conviction records in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.