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Specialty Sales Manager

3 months ago

Denver, United States Intuitive Surgical Full time
Job Description

Primary Function of Position:

The 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. 

Roles & Responsibilities:

Expand da Vinci Specialty Procedures Utilization

  • Develop Key Opinion Leader (KOL) for General, Thoracic, Colorectal and Bariatric procedures with potential future focus in Head & Neck Surgery.
  • Establish regional case observation sites & Epicenters.
  • Through partnership with sales leadership, conduct strategic market development activities e.g. MSA RIPs and “blitz” activities
  • Implement Consolidation Pathway Methodology
  • 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 practice executive presentations
  • Develop future training pipeline by properly vetting all da Vinci Single-Site surgeon candidates for training feasibility within targeted geography.

Elevate Area Specialty Sales Proficiency

  • Provide feedback to enhance representatives’ ability to sell to specific specialties
  • Identify area needs, coordinate and run knowledge programs with support from AVP and CSD’s

Manage Key Initiatives

  • Leverage Specialty Sales resources to help scale launch of new procedures and/or products
  • Align with Sales leadership and marketing to manage surgeon training resources related to
  • Utilization
  • Training effectiveness
  • Procedural volume outcomes
  • Examine and influence targeted specialty procedure trends; exploit anomalies and manage appropriately