da Vinci Clinical Sales Director

Company Description

It started with a simple idea: what if surgery could be less invasive and recovery less painful? Nearly 30 years later, that question still fuels everything we do at Intuitive. As a global leader in robotic-assisted surgery and minimally invasive care, our technologies—like the da Vinci surgical system and Ion—have transformed how care is delivered for millions of patients worldwide.

We’re a team of engineers, clinicians, and innovators united by one purpose: to make surgery smarter, safer, and more human. Every day, our work helps care teams perform with greater precision and patients recover faster, improving outcomes around the world.

The problems we solve demand creativity, rigor, and collaboration. The work is challenging, but deeply meaningful— because every improvement we make has the potential to change a life.
If you’re ready to contribute to something bigger than yourself and help transform the future of healthcare, you’ll find your purpose here.

Job Description

Primary Function of Position:

• Lead the clinical sales organization for the region
• Lead, coach and mentor the Managers and direct team members to master commercial fundamental building blocks allowing the region to reach or exceed growth expectations.
• Develop and manage strategies designed to exceed P&L expectations in working with the VP
• Collaborate with marketing, MACA, training and Ecosystem function teams
• Lead development, execution and measurement of regional sales strategies, programs and tools.
• Partner with Regional, Europe & Corporate marketing to ensure maximum collaboration, and consistent brand and messaging are incorporated into all regional engagements
• Build a positive company image and increase market acceptance by collaborating with customers, government, community organizations, and employees, enforcing ethical business practices

Roles and Responsibilities:

• Develop and implement sales activities to achieve and exceed goals set by Senior Management.
• Drive sales by analyzing territories and structuring sales quota goals and revenue expectations to achieve objectives for the region.
• Provide coaching and development across the organization with the goal of developing future leaders and stronger salespeople as the company grows.
• Proactively evaluate data and market trends to anticipate opportunities for growth or risks to the business. Create plans and programs through people to capitalize on opportunities or counteract risks
• Develop the strategic accounts across the region.
• Recruit, train, teach and develop the sales team and manage their activities within assigned region.
• Diagnose and write clinical and capital plans by regional area to finally execute them.
• Assist Clinical Sales Managers, Area Sales Director & Managers and Specialty Sales Manager
• Partner with Area Sales Director & Managers/Clinical Sales Manager in closing capital incremental deals, sales presentations, and organizing territories.
• Work with Capital and Clinical team to expand install base through incremental system installations
• Provide Sales team with new product information or new information on existing products.
• Responsible for achievement of sales forecasts and meeting operational budgets.
• Collaborate with clinical affairs, operations and finance teams to acquire/maintain appropriate data bases, develop studies through KOLs/Institutions and create programs to build validation sources.
• Establish, foster and appropriately leverage relationships with Key Opinion Leaders (KOLs), physicians, hospital administrators, researchers, etc.
• Develop, execute and support competitive analysis and response strategies
• Establish scalable processes and approaches to regional sales practices
• Act as the leader of reference for Iberia ensuring the culture and values of the company are reflected at the local level

Qualifications

Required Knowledge, Skills, and Experience:

• Demonstrated ability to maximize sales teams in the marketplace.
• Minimum 5 years’ experience of well-rounded sales management experiences in positions of increasing responsibility, with a focus on rapidly developing new markets and teams.
• Demonstrated ability to execute, teach and transfer skills for capital, clinical and sales processes.
• Field base weekly travel required 50-60% in working with team and attending corporate meetings.
• Translating clinical, economic and strategic value propositions into useful formats for various customer segments/stakeholders, departments and sales teams.
• Combined capital and clinical sales experience.
• Demonstrated collaboration and results through multiple departments and organizational levels.
• Developed and executed surgeon and executive KOL and Society strategies based on identified value.
• Developed and executed programs designed to drive both a capital and procedural / product level sale across customer segments/stakeholders.
• Developed and executed market education programs that were implemented through hospitals to targeting patients, physicians and surgeons.
• Demonstrated ability to develop the pathway to achieve through an organization, project manage through execution and measure ultimate results.
• Understanding of, or ability to quickly evaluate, local market demands and pricing requirements to provide insights to up-stream marketing.
• Fluent in Spanish and English is needed.

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.