Advanced Procedure Sales Manager

Job Description

*Please note: Candidates must live within or be willing to relocate to the Kansas City or St. Louis  Area to perform the duties of this role. 

Primary Function of Position
The Advanced Procedure Sales Manager plays a critical role in driving identification and adoption of new or certain targeted procedures on 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 varying 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 strategic team, senior level sales professionals across the country who are focused on identifying and expanding the adoption of procedures that will drive the future growth of Intuitive Surgical.  The APSM operates as an overlay to the Clinical Sales Representative (CSR), bringing specialized expertise, deep procedure knowledge, and hands-on execution capability to accelerate adoption of targeted procedures — specifically hernia repair, foregut surgery, and bariatric procedures.

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)

• Driving measurable increase in targeted procedure volume (Ex. hernia, foregut, bariatrics) within assigned accounts, tracked against baseline and growth targets established in the account plan.
• Procedure targeting could shift based on organizational focus.
• Build sustainable surgeons in designated programs
• Build clinical and economic reference centers.
• Build new technology reference centers with strategic products like stapling and vessel sealer curved. 
• Sell platform value propositions to increase assets
• Lead fellowship training initiatives.
• Define short-term and long-term milestones for procedure adoption, from first case to routine utilization.
• Regularly review and update growth plans to reflect account changes, competitive dynamics, and new opportunities
• Aligning growth plan priorities with CSR and field leadership to ensure consistency with broader commercial strategy.
• Leverage available data tools, market analytics, and data reporting to inform planning and track progress against targets
• Work with clinical & capital team assisting and guiding MSA strategy and tactics.
• Lead team clinical and technology competence
• Achieves Quarterly and Annual Quota Aligned to Compensation Plans
• Develop Key Opinion Leaders (KOL) in bariatric, foregut, and hernia surgery. 
• Assist in strategic surgeon targeting
• Through collaboration with sales leadership, conduct strategic market development 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 and business alignment presentations
• Elevate Area Specialty Sales Competency
• Provide feedback to enhance representatives’ ability to sell in targeted procedures that are of current focus to the organization
• Identify area needs, coordinate and run competency programs with support from VP and CSD
• Manage Key Initiatives for clinical and technical excellence
• Aligning with Sales leadership and marketing to manage surgeon training resources related to utilization, training effectiveness and procedural volume outcomes

Qualifications

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

• Candidates would have demonstrated experience in leading through/by example and Cross-Functional Leadership
• Deep knowledge of stapling and energy products
• Proven Ability to Develop KOLs w QTI Data
• Proven Ability to Use Data and Analytics/Business Acumen in Order to Develop GAP Analysis and Target Lists
• Experience with Ecosystem Messaging and Capital 5-Pillar Process
• Candidate for role would be someone with expertise and experience in: Developing KOLs in CR, GS, or TH
• 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 focuses
• Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
• Track record of individual sales excellence
• Management experience or management career track required
• 5+ years of medical device sales required
• Bachelor’s degree required
• Overnight travel required. Ability to travel up to 60%, dependent upon account distribution
• Success in introducing new technologies to the market is a plus
• Bachelor’s degree or equivalent experience required

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)

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

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. 

We will consider for employment qualified applicants with arrest and conviction records in accordance with fair chance laws.

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.

Accommodation & Accessibility Notice:

Intuitive is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require assistance or an accommodation during any part of the application or interview process, please contact People Services at [email protected].

We provide market-competitive compensation packages, inclusive of base pay + commission, benefits, and equity. The on target earnings for this position are listed.