Clinical Sales Director

Job Description

Primary Function of Position
The da Vinci Clinical Sales Director plays a critical role in building and developing the da Vinci surgical programs in his/her territory.  He/She is responsible for developing and executing the short and long-term territory strategy and to manage the da Vinci Clinical Sales Managers. This will include growing and managing procedures within the assigned region, expanding existing programs with new technology and the hiring, training, and development of a dynamic Intuitive Sales Team.

Promote the Intuitive culture, cultivating a positive work environment and fostering cohesive team dynamics that empower employees to thrive and contribute to our collective success.

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)

• Business:
  • Drive sales by analyzing territories, structuring sales quota goals, and setting revenue expectations to achieve market objectives. Forecast sales and manage quarterly and annual quota targets.
  • Align with CSM/SSM for quarterly P&R to achieve Sales Win Goals.
  • Manage expenses within the budget.
  • Oversee the sales process of da Vinci® Surgical Systems into new hospitals and upgrades in existing hospitals.
  • Develop and implement sales activities to exceed organizational goals.
  • Diagnose, write, and execute plans to reach clinical and new product goals.
  • Build close, trustful relationships with key decision-makers in surgery and hospital management.
  • Lead and support SFDC utilization across the team.
  • Drive MDEs on focus specialty and surgeon.
  • Own BAM to Hospital C-Level.

• Strategic Planning:
  • Responsible for strategic planning and execution in alignment with the GM, e.g., LRM3.
  • Review and track GOST and regional goals status, steering IST growth and success.
  • Prioritize and manage the launch of new products across different territories.
  • Work with the Marketing team on focus procedure events, KOLs, Case Observation Sit, etc.

• People Development:
  • Assist managers in Implementing quarterly sales skills for team development.
  • Build a highly motivated Sales Team by hiring, training, developing, and retaining top talent to drive adoption of da Vinci surgery.
  • Lead and manage a fast-growing and changing organization, executing a hiring plan to meet growth targets.
  • Provide coaching and development across the organization to develop future leaders and stronger salespeople.
  • Collaborate with the Commercial Learning and Marketing teams to educate Sales teams on new and existing product information.

• Assist the Managers in:
  • Negotiating key accounts and further developing KOLs.
  • Clinical sales presentations and organizing territories.
  • Building country-specific clinical and economic validation of da Vinci Surgery.
  • Closing deals, sales presentations, and developing end-user business plans.

Qualifications

Required Skills and Experience (Specific skills, knowledge, and experience that an individual must possess in order to successfully perform in job)

• Minimum 10+ years in Sales/Business Development, with minimum of 5 years in sales/marketing management, including managing managers.
• Proven track record in managing and developing a high-performing sales force in the healthcare industry.
• Experience in surgical and/or operating room settings.
• Results-oriented. A proven track record of setting objectives and delivering results.
• Ability to lead and motivate teams to embrace visions and changes.
• Strong focus on key priorities and effective operation in a dynamic environment.
• Strong business acumen and market knowledge.
• Capacity and desire to learn new technology independently.
• Excellent communication skills in English and the local language as required.
• Comprehensive understanding of the business beyond one's own area, including products/services and financial aspects.
• Ability to build productive working relationships with co-workers and external parties.
• Skilled in managing conflict and negotiations.
• Involves others, listens actively, and builds commitment.

Required Education and Training (As applicable - Specific education and training that an individual must possess in order to successfully perform in job)

• Minimum Bachelor’s degree in life sciences or a medical-related field preferred.

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 employees
who 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 government’s 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 employee’s
start 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 candidate’s experience, knowledge and skills.
Compensation will be based primarily on the job level at which the role is filled and the
candidate’s qualifications, consistent with applicable law.