Joining Intuitive Surgical means joining a team dedicated to using technology to benefit patients by improving surgical efficacy and decreasing surgical invasiveness, with patient safety as our highest priority.
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 and Responsibilities This position has the responsibility and authority to:
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 daVinci 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
Procedural volume outcomes
Analyze and affect targeted specialty procedure trends; exploit anomalies and manage appropriately
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
Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
Track record of individual sales excellence
Management experience or management career track required
1+ years of management experience required
Thoracic or colorectal sales background preferred
5+ years of medical device sales required
Bachelor’s degree required
Overnight travel required: 2-3 days / week (40% - 60%)