Key Accounts Manager - National IDN, Bengaluru, KA, India

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
A da Vinci Key Accounts Manager is responsible for driving strategic growth of the da Vinci™ Surgical System within key Integrated Delivery Networks (IDNs) across India. The role demands deep expertise in robotic-assisted surgery, the ability to build strong multi-level clinical and administrative advocacy within hospitals, advanced solution-selling capabilities, and the resilience to consistently achieve commercial objectives in a highly complex healthcare environment.

The KAM partners closely with hospital leadership, clinicians, and procurement stakeholders throughout the capital acquisition journey and beyond, delivering a high level of strategic insight, market intelligence, and value-based engagement. Beyond driving system adoption, the role is focused on enabling long-term program success by implementing strategic account initiatives that enhance robotic surgery excellence, strengthen customer partnerships, improve service delivery outcomes, and effectively navigate competitive dynamics.

Essential Job Duties

Manage the complex sales process of the da Vinci™ Surgical System and strengthen partnerships with national IDNs
Work closely with Area sales managers for demand generation with-in IDN network, help build clinical and executive advocacy for Intuitive ecosystem with-in the IDN network
Collaborate with Clinical teams at Intuitive to support long-term business growth, strengthen the clinical sales process, and expand surgeon training and access to increase IDN-level utilization
Partner with da Vinci Area Sales Director to develop an end-to-end sales process for Intuitive’s Key Accounts business to increase penetration and adoption within existing IDN customers
Lead Intuitive India’s charter for building C-suite engagement with corporate offices of various National IDNs and strategize long-term partnerships to successfully scale robotics programs.
Develop initial engagement with CXOs and senior hospital administrators, and lead stakeholder management for Intuitive India’s capital business
Partner with commercial Solutions teams to implement localized and alternative financing solutions to expand access to robotic technology
Develop MoUs and strategic programs that align Intuitive’s technology across the education, research, and clinical care ecosystem to drive RAS adoption.
Establish the clinical, economic and ecosystem value of the Intuitive ecosystem within each IDN by working closely with cross-functional teams
Lead complex negotiations for group contracts and multi-system deals
Achieve annual sales targets, procedure targets, and strategic business goals

Qualifications

Skilled in navigating end-to-end IDN procurement process, specifically for high value capital equipment
Demonstrated strength in building strong advocates in the Key accounts setup through deep understanding of customer needs and various anchors/drivers for purchase of high value equipment
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 conflicts and negotiations
Strong project management skills to drive initiatives towards the identified opportunities. They should be able to prioritize tasks, allocate resources, and ensure timely execution of projects to achieve desired outcomes
Deep understanding of the Indian healthcare landscape, including national hospital groups, hospital business environments, and private-sector purchasing cycles
Knowledge of the operating room environment
Excellent communication and interpersonal skills especially influence without authority
Proven successful track record in capital medical equipment sales
Ability to travel up to 50%, dependent upon account distribution
Fluent in English

Required Education and Training

Minimum master’s degree or equivalent experience required. MBA will be preferred
Minimum of 8 years’ sales experience in healthcare/surgery or capital sales preferably in Key Accounts/Large Hospitals

Preferred Skills and Experience

Success in introducing new technologies to the market is a plus
Minimum MBA degree from a premier B-School is a plus

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.

Travel: 50% of the time