da Vinci Specialty Sales Manager

Company Description

At Intuitive, we are united behind our mission: we believe that minimally invasive care is life-enhancing care. Through ingenuity and intelligent technology, we expand the potential of physicians to heal without constraints.

As a pioneer and market leader in robotic-assisted surgery, we strive to foster an inclusive and diverse team, committed to making a difference. For more than 25 years, we have worked with hospitals and care teams around the world to help solve some of healthcare’s hardest challenges and advance what is possible.

Intuitive has been built by the efforts of great people from diverse backgrounds. We believe great ideas can come from anywhere—we strive to foster an inclusive culture built around diversity of thought and mutual respect. We lead with inclusion and empower our team members to do their best work as their most authentic selves.

Passionate people who want to make a difference drive our culture—our team members are grounded in integrity, have a strong capacity to learn, the energy to get things done, and bring diverse, real-world experiences to help us think in new ways. We actively invest in our team members to support their long-term growth so they can continue to advance our mission and achieve their highest potential.  

Join a team committed to taking big leaps forward for a global community of healthcare professionals and their patients. Together, let’s advance the world of minimally invasive care.

Job Description

Primary Function of Position:

The Specialty Sales Manager plays a critical role in driving identification and adoption of new procedures for the da Vinci surgical system. Partnering with sales leadership and staff in Clinical Sales and Capital Sales, including marketing and Market Access. The Specialty Sales Manager will identify and develop Key Opinion Leaders to pioneer and expand use of the da Vinci system in surgical specialties in early stages of growth.

They will also partner with local sales representatives to coach, counsel, and train them on selling to specialists in their assigned hospital accounts. This is a unique and strategic role for a senior level sales professional across the assigned territory who is focused on identifying and expanding the adoption of targeted procedures that will drive the future growth of Intuitive.

Roles and Responsibilities

This position has the responsibility and authority to:

Expand da Vinci Specialty Procedures Utilization

• Develop Key Opinion Leader (KOL) for surgical specialty, including Colorectal, General Surgery, Thoracic, GYN, Hernia, and with potential further expansion towards other clinical indications
• Develop existing customers to potentially become case observation sites & Epicenters
• Through collaboration with sales leadership and marketing, conduct strategic market development activities
• Implement Consolidation Pathway Methodology
• For KOLs, execute all sales activities in support of developing their proficiency as a da Vinci surgeon. These activities include:
  • Select appropriate case observation site
  • Conduct on-site and wet lab training
  • Bringing value in first series of cases
  • Bring intra-operative & post-operative clinical value in initial surgeon case series
  • Develop and lead advanced regional training programs
  • Implement new technology
• Serve as the market intelligence liaison for marketing and training teams
• Conduct hospital and practice executive presentations
• Develop future training pipeline by developing existing surgeons into new indications or converting strategic new target to the da Vinci technology.

Elevate Area Specialty Sales Competency

• Provide feedback to enhance representatives’ ability to sell to specific specialties
• Identify area needs, coordinate and run competency programs with support from the regional CSM and Clinical Sales Director

Manage Key Initiatives

• Leverage Specialty Sales resources to help scale launch of new procedures and/or products
• Align with Sales leadership and marketing to manage surgeon training resources related to:
  • Utilization
  • Training effectiveness
  • Procedural volume outcomes
• Analyze and affect targeted specialty procedure trends; exploit anomalies and manage appropriately

Qualifications

Required Knowledge, Skills, and Experience

• Bachelor’s degree required
• 5+ years of medical device sales required
• Track record of individual sales excellence
• Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
• Strong clinical knowledge across multiple surgical specialties, especially Colorectal, General Surgery, GYN, Thoracic, Hernia.
• Demonstrated ability to manage complexity and work in an environment of change
• Proven ability to influence peers
• Effective communication skills across a broad organization with a variety of focuses
• Fluent in English
• Up to 70% travel and/or presence in the field, depending on business needs

Additional Information

Intuitive is an Equal Employment Opportunity Employer. We provide equal employment opportunities to all qualified applicants and employees, and prohibit discrimination and harassment of any type, without regard to race, sex, pregnancy, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, genetic information or any other status protected under federal, state, or local applicable laws.

We will consider for employment qualified applicants with arrest and conviction records in accordance with fair chance laws.

U.S. Export Controls Disclaimer:  In accordance with the U.S. Export Administration Regulations (15 CFR §743.13(b)), some roles at Intuitive Surgical may be subject to U.S. export controls for prospective employees
who are nationals from countries currently on embargo or sanctions status.

Certain information you provide as part of the application will be used for purposes of determining whether Intuitive Surgical will need to (i) obtain an export license from the U.S. Government on your behalf (note: the government’s licensing process can take 3 to 6+ months) or (ii) implement a Technology Control Plan (“TCP”) (note: typically adds 2 weeks to the hiring process).  

For any Intuitive role subject to export controls, final offers are contingent upon obtaining an approved export license and/or an executed TCP prior to the prospective employee’s
start date, which may or may not be flexible, and within a timeframe that does not unreasonably impede the hiring need. If applicable, candidates will be notified and instructed on any requirements for these purposes. 

This position may be filled at a different job level than listed here depending on
business need and/or on the selected candidate’s experience, knowledge and skills.
Compensation will be based primarily on the job level at which the role is filled and the
candidate’s qualifications, consistent with applicable law.