Senior Government Sales Representative - ACM
Medtronic
State of Minnesota, United States of America
Full-Time
$70,000
RemoteSenior
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.
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 territory. Physical demands include sustained periods of on-site customer engagement, product demonstration, and presentation activities consistent with a professional healthcare sales environment. Travel up to 60% domestically is expected based on territory geography and account density. A valid driver’s license and the ability to meet applicable VA and DoD site access and credentialing requirements are required.
The above statements describe the general nature and level of work performed by employees in this position. This is not intended to be a comprehensive list of all duties, responsibilities, and qualifications required. Medtronic is an equal opportunity employer.
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.
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.
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
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 findherea 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.