National and strategic accounts teams have become more important than ever in the MedTech space, largely due to the rise and consolidation of integrated delivery networks (IDNs).
In this conversation, Murray Sales, Former Sr. Managing Director of Strategic Accounts at Medtronic, joins S2N Health's Amy Brouhle, VP of Strategic Business Development to discuss what has changed, what is broken, and what a modern national and strategic accounts strategy actually looks like.
Webinar highlights:
- Succeeding in today's environment requires heavy internal selling. Strategic account leaders must align stakeholders and advocate for the greater good — spending as much time winning over internal decision-makers and negotiating trade-offs as they do with customers.
- MedTech organizations are skilled at gathering data about their products and customers, but fragmented teams often disagree on which datasets are credible or actionable. When companies also rely on outdated information cycles, their commercial teams are perpetually a step behind current market dynamics.
- Closing that gap requires a unified view of the market — one that aligns sales, finance, marketing, and contracting teams around the same data. When those teams are on the same page, they can identify opportunities together and move faster to capture them.
- A significant number of deals fall short after the contract is signed. Teams invest heavily in winning agreements but far less in executing on them. After the initial 60–90 day push, attention shifts to the next opportunity — and value gets left on the table. Murray shared a framework for what strong post-contract execution looks like and how to unlock the full performance of well-negotiated agreements.
Watch the full webinar on demand to get all the details.