Digital Sales Manager

Company Description

At Intuitive, we are united behind our mission: we believe that minimally invasive care is life-enhancing care. Through ingenuity and intelligent technology, we expand the potential of physicians to heal without constraints.

As a pioneer and market leader in robotic-assisted surgery, we strive to foster an inclusive and diverse team, committed to making a difference. For more than 25 years, we have worked with hospitals and care teams around the world to help solve some of healthcare’s hardest challenges and advance what is possible.

Intuitive has been built by the efforts of great people from diverse backgrounds. We believe great ideas can come from anywhere—we strive to foster an inclusive culture built around diversity of thought and mutual respect. We lead with inclusion and empower our team members to do their best work as their most authentic selves.

Passionate people who want to make a difference drive our culture—our team members are grounded in integrity, have a strong capacity to learn, the energy to get things done, and bring diverse, real-world experiences to help us think in new ways. We actively invest in our team members to support their long-term growth so they can continue to advance our mission and achieve their highest potential.

Join a team committed to taking big leaps forward for a global community of healthcare professionals and their patients. Together, let’s advance the world of minimally invasive care.

Job Description

Primary Function of Position:

Our digital solutions provide technology to enable easier capturing, archiving, live streaming and sharing of clinical video and other data around diagnostic and therapeutic procedures, while also allowing for a complete integration with electronic medical records (EMR) and picture archival and communications (PACS) systems.

We are looking for a highly motivated and top-notch Digital Sales Manager (DSM), with the necessary experience in digital technologies to further grow our digital solutions business, stabilize processes and seek highest customer satisfaction.

The DSM will focus on shaping and executing on the current and future digital commercialization strategies by supporting and overseeing the digital sales teams in the global distribution indirect countries around the world. The digital sales and utilization team consists of Digital Sales Representatives (DSR) and Technical Sales Consultants (TSC) residing with each indirect market, and will focus on first to launch markets with dV5 across the worldwide Indirect markets with a primary focus on European markets.

The DSM will expand the footprint of Intuitive’ s digital products by promoting enhanced digital solutions to customers, turning opportunities into action and maximize digital solutions adoption and utilization primarily with the expansion of da Vinci 5.

The DSM will be expected to be expert in the product line to lead and develop the local teams. Work closely with customers and the Global Distribution Digital sales, technical and customer service teams to ensure strong implementations of Digital across multiple countries. Regularly lead and facilitate meetings, build solid relationships, solve critical business challenges, and create new programs and processes with the goal of advancing customer engagement and satisfaction. In addition, the DSM will be critical in goal settings and forecasting and will provide regular updates to the Worldwide Indirect leadership team, as well as, Global Distribution leadership teams.

The DSM remains open to include other existing digital solutions, that may benefit from regrouping into the current portfolio or to include future digital solutions, as they are being brought to market. The DSM adapts quickly to continuous changes in a digital organization that evolves quickly over time. Creates a culture of one team mentality and strong communication on successes and opportunities.

This field-based position requires >60% travel, working closely with regional Commercial Managers, Directors and Global Distribution and customers across the assigned region.

Roles and Responsibilities:

• Manage/support regional digital sales team by being involved in the hiring, training, developing, and retaining top talent to drive the digital sales activities across the Worldwide Indirect markets globally.
• Manage/support all commercial activities, from lead generation to closing the deal and post sales account management for Digital expansions and dV5 Digital implementations.
• Provide technical, functional and product expertise to team members.
• Execute the digital sales strategy in the assigned region, by developing and implementing sales activities to achieve and exceed goals set by senior management.
• Expand usage of digital in top digital customer targets in close alignment with the capital and clinical sales teams across the Distribution markets.
• Manage and increase the day-to-day customer and account relations.
• Build and maintain excellent relationship and collaborate closely with da Vinci commercial sales teams in Distribution markets, corporate marketing, regional marketing, field service, and enabling functions (contracting, data privacy, tendering, marketing, customer service, customer success, etc.) to implement new strategies and programs as directed by senior management.
• Diagnose knowledge gaps within the team and implement training plans accordingly.
• Develop annual goals and forecasting and provide regular reporting to the upper management.
• Review results quarterly with senior leadership to allow for agility in this rapidly growing business segment.
• Create a culture of solutions and support to help expand the Digital footprint to all Intuitive markets and customers.
• Support and lead Worldwide Indirect digital projects.
• Collaborate with Global Digital team members in EU, US, APAC and LATAM regularly.

Qualifications

Required Knowledge, Skills, and Experience:

• Advanced degree (M.Sc., PhD and/or MD/BSc or BA) or equivalent experience required. Engineering, life science or medical background preferred.
• Minimum of 8 years sales experience including 5+ years in medical device sales.
• Minimum 2 years of experience in selling and implementing digital solutions to hospitals.
• Experience in developing, coaching, and training sales or clinical support roles in the medical device industry is an advantage.
• Deep understanding of clinical workflows in the OR (Surgery, Endoscopy), IT infrastructure and EMR / PACS solutions.
• Result-driven with a strong sense of accountability, agility and collaboration.
• Experienced in working with Clinical KOLs in Robotic Surgery, surgery, endoscopy and digital solutions.
• Demonstrated ability to influence, build and lead a team is preferred.
• Excellent verbal and written communication in English required.
• Other language skills a plus.
• >60% travel expected.

#LI-hybrid

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.