Bariatric Sales Manager

Job Description

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 a person 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 partnership with sales leadership, conduct strategic market development activities e.g., MSA RIPs and “blitz” activities
      • For KOLs, execute all sales activities to develop 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 help 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

Required Skills and Experience (Specific skills, knowledge, and experience that a person 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 Skilled 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 a person 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

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