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Medtronic Commercial Leader Spine & Interventional in Varesina, Italy

Commercial Leader Spine & Interventional


Varesina, Milan, Italy

Requisition #:


Post Date:

4 days ago


Medtronic is among the worlds largest medical technology, services and solutions companies - alleviating pain, restoring health and extending life for millions of people around the world. Medtronic employs more than 85,000 people worldwide, serving physicians, hospitals and patients in approx. 160 countries. The company is focused on collaborating with stakeholders around the world. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. We offer an inclusive and diverse environment where everyones opinion is valued. We believe in the strength and richness of differences , in actively learning from and amplifying different perspectives, experiences and voices. You will join an exciting environment where everyone can express themselves at their best. Medtronic invests in innovative training and development offers such as digital solutions, in a rich welfare and well-being portfolio which includes various initiatives for a better Work Life Balance as the possibility to work from home as a standard working practice. Last but not least, we have a competitive compensation and benefits package. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future. Join us!

The Cranial Spinal Technologies Operating Unit is part of the Neuroscience Portfolio. Our customers are clinical and non-clinical, and mainly (but not exclusively) within the ortho end neurosurgery DPT. They include, Ortho-Trauma surgeons, Neuroradiologists Neurosurgeons, Theatre managers, Specialist nurses, Directorate managers and Procurement.

Our products/therapies are used to treat/in the treatment of patients with brain tumors, MAV, degenerative spine, scoliosis, spine tumors.

To aid this vision there is a constant focus on developing innovative solutions and a significant investment in RD across the combined businesses with both businesses having a strong pipeline of products and imaging solutions coming to market over the coming years.

Setting and execution of clear sales activities within this new business group has been clearly identified as the main important Neuroscience Growth Driver and the expectation is that team will be The Leading Business across EMEA within this new Business Group.


The primary focus of this role is to coach, develop and motivate the Spine commercial organization to grow the Medtronic Spinal business through close partnership with both loyal and competitive centers.

To lead together with BD and the DSM the spine team in navigating an ever-changing healthcare system and support them in their understanding of this changing environment.

Develop and coach the team in understanding the clinical and non-clinical stakeholder matrix and support them to create working relationships across the full breadth of that matrix. Ensure continuous development of the sales process, using the Integrity Selling approach.

The Commercial leader Spine with and through the CST Sales Team will achieve all business objectives, financial behavioral expectations, and bring the Medtronic Mission to life within the team.

The role will require significant time out in the field (70% +) with the team and customers.


  • KOL management and Strategic account in Spine Interventional Business

  • Define the commercial strategies according with Business Director and District Sales Managers Strategies

  • Define together with ET Robotics Commercial Leaders the strategy for Surgical Synergie Strategy and commercial approach

  • Market Model, Market Trend, Define sales Structure, Segmentation Management

  • Business transformation and Sterile Convertion Management

  • Marketing activities (planning and budgeting)

  • for ensuring the team drive the use of the full range of Spine Portfolio in a professional manner to hospitals and related healthcare professionals as well as for the management of quality and consistency of product and service delivery.

  • Responsible for maximizing Spine Interventional growth and profitability through a strong sales team which achieves Italy revenue targets and is disciplined with ASPs/SGM.

  • Set clear business objectives with BD on an individual account level, ensure each objective is SMART, have clear execution strategies, and clear focus on accountability/ownership of objectives.

  • Develop long term sustainable business across the country through effective price/ASP control, investment in the correct places (internal external customers), inventory management, expenses management etc.

  • Ensure that the team develop new growth opportunities (incl market development) and display strong protect and secure strategies.

  • An enthusiastic member of the CST Leadership Team (LT), who brings innovative ideas to the group and shares success stories/best practice.

  • Responsible for ensuring the team build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing on patient/clinical outcomes and business solutions selling.

  • Explore further the concept of economic value-based healthcare within CST markets.

  • Define together with the Business Director, Commercial Operations, Product Specialists, and in line with EMEA direction, the most effective commercial strategies to be applied in the Italian Market to achieve the sales and profitability targets assigned.

Team Management

  • Develop and motivate all members of the CST organization.

  • Continuously coach, ensuring that all the sales team within CST are all coached in the most effective way.

  • Ensure that the annual performance appraisal process is carried out in due time (goal setting, career conversation, review).

  • Identify talents within the managed organization and aid people development consistently.

  • Ensure the hiring of skilled and talented personnel.

  • Promote an effective communication flow within the managed team. Ensure that all the necessary information (commercial and non-commercial) is shared with the necessary Medtronic stakeholders.

  • Optimize use of strategic planning and create an atmosphere of commercial excellence in the team delivering on all key metrics quarterly and annually.

  • Ensure commercial excellence objectives are achieved through utilization of all internal commercial tools and processes.

Business Management

  • In collaboration with the CST LT, help prepare the market models incl. market assumptions and revenue forecasts.

  • Manage and control the sales actual vs. targets as well as define and implement the corrective commercial actions necessary to realign the sales force towards Companys targets.

  • Organize the sales force in the most effective and efficient way in order to ensure the achievement of defined objectives. Periodically verify its adequacy to deliver the business objectives as well as propose and implement the necessary changes.

  • In collaboration with CST marketing, ensure that relevant data and information are collected on the market and properly communicated within the organization.

  • Demonstrate the effective use of all sales tools and materials provided to identify and develop real prospects to ensure sales targets are achieved.

  • Ensure all available sales tools processes are understood and used routinely.


  • Able to demonstrate a track record of strong personal development.

  • Experience of executing successful product launches, territory planning and forecasting experience (from a sales/sales management perspective).

  • Experience in medical device sales, big and small capital sales, services.

  • Strong ability to spot business opportunities and to persuade and influence others internally and externally.


  • Proven track record in people management incl. coaching, development, performance management of individuals/teams.

  • Strong business acumen and experience of working successfully in a matrix organization.

  • Professional coaching qualification.

  • Experience of working in the Cranial and Spinal specialties.

  • Proven track record in people management at Medtronic.

Work Location: Home based in Italy (Milan preferred location)

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.

Physical Job Requirements

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. (ADA-United States of America)

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.