Intuitive
Job Description
* Please note: Candidates must live within or be willing to relocate to the Cleveland Area to perform the duties of this role.
Primary Function of Position
The Bariatric 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.
Essential Job Duties
(Specific responsibilities and tasks an individual would be expected to perform in the role. Additional job duties may be determined by functional people manager) Build sustainable Bariatric surgeons in designated programs
Build Bariatric References with Clinical & Econ Impact
Build New Tech Reference centers: Stapling, VS & T-Motion
Sell Xi value proposition to increase access
Drive fellowship training initiatives
Develop autonomous surgeons, teams and CSRs for Bariatric
With CSD/CSM Team: (15% of the time) Guide Bariatric MSA strategy and tactics Grow team clinical and new technology proficiency
Expand da Vinci Specialty Procedure and New Technology Utilization
Achieves Quarterly and Annual Quota Aligned to Compensation Plans and the LRM
Develop Key Opinion Leaders (KOL) in Bariatric Surgery.
Establish regional Case Observation sites & Epicenters.
Through collaboration with sales leadership, conduct strategic market development activities e.g., MSA RIPs and “blitz” activities
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 surgical practice executive presentations
Elevate Area Specialty Sales Knowledge
Provide feedback to enhance representatives’ ability to sell in Bariatric Surgery
Operate as the “Advanced Technology/Stapling” professional for CSD area
Identify area needs, coordinate and run aptitude programs with support from VP and CSD
Manage Key Initiatives
Leverage Specialty Sales resources to help scale launch of new procedures and/or products I.E., Manage the Pull Through of the CVP Area Bariatric VIP Events
Align with Sales leadership and marketing to manage surgeon training resources related to Utilization Training effectiveness Procedural volume outcomes
Evaluate bariatric procedure and new tech trends; identify anomalies and manage appropriately.
Qualifications: Qualifications Required Skills and Experience
(Specific skills, knowledge, and experience that an individual must possess in order to successfully perform in job) 5+ years of medical device sales required 1+ years of management experience or management career track required Demonstrated experience in leading through/by example and Master Cross-Functional Leadership Deep knowledge of titanium and bariatric space Proven Ability to Develop KOLs w QTI Data and Centers of Excellence Experience using Data and Analytics/Business Acumen in Order to Develop GAP Research and Target Lists Experience with Ecosystem Messaging and Capital 5-Pillar Process Demonstrated Ability to Contract with Surgeons and Develop to the Super User level with QTI data 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 focus areas Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base Track record of applicant sales excellence Overnight travel required: 2-3 days / week (40% - 60%) Required Education and Training
(As applicable - Specific education and training that an individual must possess in order to successfully perform in job) Bachelor’s degree required Working Conditions
(As applicable - Any physical requirements for the job. If not applicable, state “none”) None Preferred Skills and Experience
(As applicable - Specific skills, knowledge, and experience that are not required to perform the job, but are desirable to have) Bariatric or colorectal sales background preferred Additional Information 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 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. Mandatory Notices 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.
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(Specific responsibilities and tasks an individual would be expected to perform in the role. Additional job duties may be determined by functional people manager) Build sustainable Bariatric surgeons in designated programs
Build Bariatric References with Clinical & Econ Impact
Build New Tech Reference centers: Stapling, VS & T-Motion
Sell Xi value proposition to increase access
Drive fellowship training initiatives
Develop autonomous surgeons, teams and CSRs for Bariatric
With CSD/CSM Team: (15% of the time) Guide Bariatric MSA strategy and tactics Grow team clinical and new technology proficiency
Expand da Vinci Specialty Procedure and New Technology Utilization
Achieves Quarterly and Annual Quota Aligned to Compensation Plans and the LRM
Develop Key Opinion Leaders (KOL) in Bariatric Surgery.
Establish regional Case Observation sites & Epicenters.
Through collaboration with sales leadership, conduct strategic market development activities e.g., MSA RIPs and “blitz” activities
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 surgical practice executive presentations
Elevate Area Specialty Sales Knowledge
Provide feedback to enhance representatives’ ability to sell in Bariatric Surgery
Operate as the “Advanced Technology/Stapling” professional for CSD area
Identify area needs, coordinate and run aptitude programs with support from VP and CSD
Manage Key Initiatives
Leverage Specialty Sales resources to help scale launch of new procedures and/or products I.E., Manage the Pull Through of the CVP Area Bariatric VIP Events
Align with Sales leadership and marketing to manage surgeon training resources related to Utilization Training effectiveness Procedural volume outcomes
Evaluate bariatric procedure and new tech trends; identify anomalies and manage appropriately.
Qualifications: Qualifications Required Skills and Experience
(Specific skills, knowledge, and experience that an individual must possess in order to successfully perform in job) 5+ years of medical device sales required 1+ years of management experience or management career track required Demonstrated experience in leading through/by example and Master Cross-Functional Leadership Deep knowledge of titanium and bariatric space Proven Ability to Develop KOLs w QTI Data and Centers of Excellence Experience using Data and Analytics/Business Acumen in Order to Develop GAP Research and Target Lists Experience with Ecosystem Messaging and Capital 5-Pillar Process Demonstrated Ability to Contract with Surgeons and Develop to the Super User level with QTI data 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 focus areas Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base Track record of applicant sales excellence Overnight travel required: 2-3 days / week (40% - 60%) Required Education and Training
(As applicable - Specific education and training that an individual must possess in order to successfully perform in job) Bachelor’s degree required Working Conditions
(As applicable - Any physical requirements for the job. If not applicable, state “none”) None Preferred Skills and Experience
(As applicable - Specific skills, knowledge, and experience that are not required to perform the job, but are desirable to have) Bariatric or colorectal sales background preferred Additional Information 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 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. Mandatory Notices 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.
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