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, Capital Sales and Key Accounts, the 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 role is part of a small team of strategic, senior level sales professionals across the country who are focused on identifying and expanding the adoption of new procedures that will drive the future growth of Intuitive Surgical.
Roles & Responsibilities:
Expand da Vinci Specialty Procedures Utilization
- Develop Key Opinion Leader (KOL) for General, Thoracic, Colorectal and Bariatric procedures with potential future focus in Head & Neck Surgery.
- Establish regional case observation sites & Epicenters.
- Through collaboration with sales leadership, conduct strategic market development activities e.g. MSA RIPs and “blitz” 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
- Development and leadership of advanced regional training programs
- Serve as the market intelligence liaison for marketing and training teams
- Conduct hospital and practice executive presentations
- Develop future training pipeline by properly vetting all da Vinci Single-Site surgeon candidates for training feasibility within targeted geography.
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 AVP and CSD’s
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
Skills, Experience, Education, & Training:
- 5+ years of medical device sales required
- Bachelor’s degree required
- Thoracic or colorectal sales background required
- Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
- 1+ years of management experience preferred
- 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
- Track record of individual sales excellence
- Management experience or management career track required
- Overnight travel required: 2-3 days / week (40% - 60%)
#LI-REMOTE
Due to the nature of our business and the role, please note that Intuitive and/or your customer(s) may require that you show current proof of vaccination against certain diseases including COVID-19. Details can vary by role.
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.
We provide market-competitive compensation packages, inclusive of base pay + commission, benefits, and equity. The on target earnings for this position are listed.
