Sr Mgr Commercial Distribution

Primary Function of Position:

The Senior Manager Commercial Distribution will be part of the Global Distribution Organization and will support indirect markets across Europe the Middle East and Africa.

The Sr. Commercial Distribution Manager is responsible for establishing developing and supporting the assigned Distributors. This involves becoming an expert in ISI commercial operations sales processes use of surgical robotics and build high-performing teams that establishes 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.

Roles and Responsibilities:

This position has responsibility and authority for:

• Lead da Vinci expansion in those markets to accelerate and standardize patients access to da Vinci surgery.
• Conduct the proper due diligence on the current distributor network and provide an executive summary.
• Collaborate with ISI resources on potential alternative distributors for consideration and present proposal to executive team.
• Outline and manage transition plan for any changes in regional distributor responsibilities which include the on-boarding process.
• Teach and coach distributors all aspects of clinical business procedures and capital sales process.
• Assist distributors in developing their business plans including (weekly in the field or remotely) system and procedure targets to achieve or exceed their goals.
• Organize annual business planning meetings and quarterly business reviews with distributors with the appropriate planning and follow up communication.
• Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
• Conduct the proper due diligence identifying contracting and onboarding Surgeon Training centers and Rotational Training Centers.
• Develop regional market access and marketing strategy to support the adoption of da Vinci surgery and long-range model (3-5 years) with the Distributor.
• Conduct regular field visits coaching 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 distributors representatives with new and existing product information and assist them during initial launch and utilization of new products.
• Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals weekly reporting accuracy and weekly forecasting.
• Develop National and Regional Key Opinion Leaders (KOLs) reference and epicenters including Medical National Societies and key decision makers.
• P&L responsibility with an unwavering ethical business attitude.
• Perform due diligence on distributors ability to support Intuitive Surgical customers needs based on distributor agreement terms and conditions.
• Collaborate with corporate distributors and sales team on product launches and clinical initiatives.
• Support trade shows when needed.
• Follow and share insights on current market trends.

Qualifications :

Required Knowledge Skills and Experience:

• Bachelors degree in business or medical related field required advanced degree strongly preferred.
• 7 years of experience in Sales positions in the medical device industry.
• Demonstrated success in leveraging a thorough understanding of market trends technology and opportunities in the geographical region to elaborate successful distribution commercial plans.
• Expert in both clinical and capital sales is a must
• Strong leadership skills with deep business acumen.
• Management experience preferred.
• Self-starter with genuine ability to develop strong partnerships.
• Strong team player and record of accomplishment in working collaboratively with multiple stakeholders. Very high level of communication skills
• Goes above and beyond and continuously find new ways to deliver value.
• Outstanding and natural business ethics.
• Strong ability to visualize articulate and solve complex problems and concepts interpret large quantities of detailed data and make decisions and recommendations based on the available information.
• Deep understanding of the different cultures customs and traditions of the country under responsibility.
• Ability to travel extensively greater than 50%.
• Language: English fluent.  Other languages a plus.
• The position is based in Europe.

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 employeeswho 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 governments 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 employeesstart 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 candidates experience knowledge and skills.
Compensation will be based primarily on the job level at which the role is filled and the
candidates qualifications consistent with applicable law.

Remote Work :

No

Employment Type :

Full-time