Primary Function of Position:
A da Vinci Area Sales Manager is responsible for selling the da Vinci™ Surgical System to greenfield hospitals and existing hospitals within the Area Sales Manager’s assigned territory. This requires a number of capabilities including expert-level knowledge in the use of surgical robotics, the ability to build a team of advocates within each hospital, strong solution selling skills, and enough tenacity to ensure sales objectives are met on a consistent basis. Da Vinci Area Sales Managers are expected to provide an extraordinary degree of information gathering and presenting to buying teams throughout the capital equipment purchasing process.
A da Vinci Clinical Sales Representative primary function: responsible for the implementation of da Vinci clinical programs by training of surgeons and staff to maximize the utilization of installed da Vinci surgical system as well as convincing surgeons on the value of the da Vinci surgery.
Roles and Responsibilities:
This position has responsibility and authority for:
- Manage the complex sales process of daVinci Surgical Systems into new hospitals and upgrades into existing hospitals.
- Build clinical and administrative support through technical presentations, executive meetings, marketing events and system test drives.
- Build support from surgeons and administration for da Vinci® Surgery.
- Identify key institutions, generate market awareness, and drive sales of the daVinci™ Surgical System within an assigned sales territory.
- Effectively manage transition of initial sale and installation to the clinical sales team to drive procedural volume and growth.
- Achieve quarterly sales targets.
- Partner with the da Vinci Clinical Sales Manager to develop a sales plan for their local territory.
- Build surgical advocacy teams at each hospital.
- Develop initial contact with CEO and senior hospital administrators.
- Organize and manage the sales process.
- Develop expert level knowledge of primary OR procedures.
- Make business case for system purchase.
- Resolve contractual issues and coordinate system installation upon purchase approval.
- Handle all communications and administrative follow-up.
- Work with the da Vinci Clinical Sales Managers in developing a sales plan tailored to your local market.
- Become a clinical expert across all primary OR procedures to position yourself as a partner in the development of surgical teams.
- Work with senior hospital staff and key surgeons in the development and execution of a plan to effectively integrate the da Vinci surgical systems at new customer sites, ensuring ongoing commitment to the system.
- Develop a clinical plan for each surgical team to ensure they are capable of using the system independently within a reasonable time frame.
- Drive utilization of the da Vinci surgical systems by partnering with surgical teams to review and select appropriate cases and ensure consistent usage of the da Vinci surgical systems.
- Drive continuous expansion of the user base by working with key hospital staff and thought leaders to develop a qualified lead funnel. Regular activities would consist of formal presentations, informal events, and get-togethers.
- Effectively convert high potential leads and drive training activities.
- Drive sales of instruments and accessories through new product introductions and solution selling.
- Responsibly manage administrative tasks: reporting of sales/procedures, outcomes of sales activities, submission of expense reports.
Required Knowledge, Skills, and Experience:
- Bachelor’s degree or equivalent experience required.
- Minimum of 5 years’ sales experience preference for experience in healthcare or capital sales.
- Knowledge of the operating room environment.
- Excellent communication and interpersonal skills.
- Proven successful track record in capital medical equipment sales.
- Ability to travel up to 50%, dependent upon account distribution.
- Fluent in English and local language as required.
Preferred Knowledge, Skills, and Experience:
- Sales management experience a plus.
- Success in introducing new technologies to the market is a plus.
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.
