Primary Function of Position
The Commercial Distribution Manager for ASEAN is responsible for establishing, developing and supporting the assigned Distributor. This involves becoming an expert in ISI commercial operations, sales processes, use of surgical robotics and building high-performing teams that establish mutually beneficial distributor relationships. The position requires a number of capabilities including leadership competencies, clinical competencies, and a broad network within the surgical space, with commercial acumen. She/He is expected to provide an extraordinary degree of communication, collaboration and information gathering while recommending solutions to Distributor Principals and ISI Leadership team.
Essential Job Duties
- Conduct proper due diligence on the current distributor and provide an executive summary.
- Teach distributor all aspects of clinical business, procedures and capital sales process.
- Assist distributor in developing their business plans, including quarterly system and procedure targets to achieve or exceed their goals.
- Organize annual business planning meetings and quarterly business reviews with the distributor along with the appropriate planning and follow up communication.
- Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
- Develop/align on regional strategy to support the adoption of da Vinci surgery over 3-5 years with the Distributor.
- Conduct regular “field visits” in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of da Vinci surgery.
- Provide distributor’ representatives with new and existing product information and assist them during initial launch and utilization of new products.
- Coordinate with multiple IS stakeholders (Customer Training, Sales Training, Regulatory, etc.) and distributors to maximize resource utilization, drive efficiency, continuously improve process.
- Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals, weekly reporting accuracy, capital sales and weekly forecasting.
- Develop National and Regional Key Opinion Leaders (KOL’s), reference sites and epicenters.
- Review and propose Intuitive Surgical presence in national congresses and symposiums.
- Timely expense reporting with an unwavering ethical business attitude.
- Perform due diligence on the distributor ability to support Intuitive Surgical customers’ needs based on distributor agreement terms and conditions
Required Skills and Experience
- Minimum 6+ years of experience in Direct Sales, Distribution Sales or related positions in the medical device industry.
- Demonstrated success in leveraging a thorough understanding of market, trends, technology, and opportunities in the geographical region to develop successful distribution commercial plans.
- Strong leadership skills with deep business acumen in surgical robotics or related industry.
- Self-starter with genuine ability to develop strong partnerships.
- Strong team player and record of accomplishment in working collaboratively with multiple stakeholders.
- Goes above and beyond and continuously finds new ways to deliver value.
- Unwavering, natural business ethics.
- Strong ability to visualize, articulate, and solve complex problems and concepts, interpret large quantities of detailed data, and make decisions or recommendations based on the available information.
- Deep understanding of the culture, customs, and traditions of the countries under responsibility.
- Ability to travel extensively.
- Language: English fluent
Required Education and Training
- Minimum Bachelor’s degree in business or medical related field required, advanced degree strongly preferred.
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.
