Key Accounts Manager

Company Description

It started with a simple idea: what if surgery could be less invasive and recovery less painful? Nearly 30 years later, that question still fuels everything we do at Intuitive. As a global leader in robotic-assisted surgery and minimally invasive care, our technologies—like the da Vinci surgical system and Ion—have transformed how care is delivered for millions of patients worldwide.

We’re a team of engineers, clinicians, and innovators united by one purpose: to make surgery smarter, safer, and more human. Every day, our work helps care teams perform with greater precision and patients recover faster, improving outcomes around the world.

The problems we solve demand creativity, rigor, and collaboration. The work is challenging, but deeply meaningful—because every improvement we make has the potential to change a life.

If you’re ready to contribute to something bigger than yourself and help transform the future of healthcare, you’ll find your purpose here.

Job Description

The da Vinci Key Accounts Manager plays a critical role in building and developing the installed base of da Vinci Surgical Systems within IDNs. The major responsibilities are to diagnose and provide training, sales and marketing plan in order to sell, develop and manage champions throughout a health system. This includes surgeons, hospital executives, finance, physician and corporate executives. The objective is to grow both the clinical and capital business across a health system.  This responsibility will require an individual able to master and teach all aspects of the clinical and capital sales process, and be able to work throughout all levels of the company.

Roles and Responsibilities:

• Diagnose, build plans and execute plans in order to sell system within the listed accounts in working with Sales Directors
• Develop and sell advanced clinical pathways to enable surgeons to adopt da Vinci and improve patient outcomes
• Manage and follow up with customers on regional pricing, program and capital initiatives
• Oversee local and regional level academic training of residents in targeted accounts within IDNs in working with clinical, marketing and training team
• Collaborate with market access, Government affairs and other key Ecosystem support team members to expand access of da Vinci technology at local and regional levels
• Conduct clinical and economic value analysis (QTIs) in working with surgeons and hospitals
• Develop and execute regional commercial strategy at local and country levels
• Create and execute market-wide strategies for all specialties
• Make executive presentations at local and corporate level
• Eventually teach all aspects of clinical and capital sales process
• Negotiate local and group sales
• Manage the development and implementation of local, regional and national sales campaigns
• Develop and expand key surgeons/customer relationships
• Plan weekly and quarterly sales activities in support of sales goals
• Travel extensively to customer sites (2-4 days weekly with 50+% travel) and company meetings
   

Qualifications

Required Knowledge, Skills, and Experience:

• 7+ Medical sales experience
• Knowledge of the major regional and national healthcare groups
• Excellent communication and interpersonal skills
• Clinical and Capital medical equipment sales experience
• Experience in selling new technologies and in Sales Management

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.