PROCEPT BioRobotics is a surgical robotics company enabling better patient care by developing transformative solutions in urology. With an initial focus on BPH, the company’s AquaBeam® Robotic System delivering Aquablation therapy, is the first FDA-cleared, automated surgical robot for the treatment of lower urinary tract symptoms (LUTS) due to benign prostatic hyperplasia (BPH). Aquablation therapy combines real-time, multi-dimensional imaging, automated robotics and heat-free waterjet ablation for targeted, controlled, and immediate removal of prostate tissue. Aquablation therapy offers predictable and reproducible outcomes, independent of prostate anatomy, prostate size or surgeon experience. 

SUMMARY

Reporting to the Director of Sales (Capital Sales), the Capital Sales Manager will be responsible for achieving sales revenue targets by developing, implementing and overseeing the execution of strategic plans with hospital targets, teaching institutions and key IDNs in the assigned geography. Responsibilities will include managing the capital sales process, installations, training and utilization growth within the geography, and the hiring, training, and development of sales representatives. 

CORE RESPONSIBILITIES

Executes Sales Strategy within strategic hospital targets, teaching institutions and assigned IDN’s

Manage the complex sales process of the Aquabeam System into new and existing hospitals

Develop and implement sales activities to achieve and exceed goals set by senior management

Identify key institutions, generate market awareness, and drive sales of the Aquabeam System 

Develop initial contact with CEO and senior hospital administrators

Build clinical and administrative support through technical presentations, executive meetings and marketing events

Adhere to monthly reports analyzing regional business performance

Develop key relationships in targeted accounts

Foster the development of key opinion leaders within region to create strong corporate relationship

Provide updates to management regarding competition, product use, clinical updates, reimbursement and other important business metrics

Conduct regular field sales visits with sales representatives to assist in sales execution and professional development of the team

Adhere to performance management disciplines of weekly 1:1 calls, weekly/bi-weekly team calls, quarterly field rides with follow up, bi-annual team meetings, annual performance reviews

Participate as an integral member of the management team that develops, delivers and improves programs and training events 

Proactively support organizational goals and objectives, policies and procedures, and FDA regulations including strict compliance with AquaBeam’s Customer Relationship and the Sunshine Act policies

Maintain a professional and credible image with customers and teammates

Establish and maintain credentials to enter and work in hospitals and other medical facilities as required by facility requirements

Manage travel and expenses per approved budget

Maintain trained status for, and comply with, all relevant aspects of the PROCEPT BioRobotics Quality Management System to ensure product and support regulatory compliance

Understand and adhere to the PROCEPT BioRobotics’ Quality and EHS policies

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Bachelor’s degree – four-year degree from accredited reputable institution 

Start-up company experience selling disruptive technology 

A minimum of 8 years of experience within sales, sales management, and/or training or marketing organization is required

High level of technical/clinical product knowledge

Ability to manage multiple tasks

Strong organizational and communication skills

Must have proven track record of participation leading/teaching at organizational meetings. Prior people management experience is not required, but extensive mentoring by experienced manager would be recommended if not

Excellent communication skills and the ability to work as a cross functional team member is required

Excellent presentation (platform) skills are required

Proven ability to be a self-starter and goal oriented is required

Excellent interpersonal, written and oral communication skills are required

Must thrive in complex environment and be able to multi-task and prioritize

Strong local relationships within the healthcare community in specified geographic area 

Leadership skills as demonstrated through past professional performance in the medical device arena, and involvement in sports, professional clubs or associations

Ability to travel upwards to 75%