Intuitive Surgical Careers

Senior Commercial Distribution Manager - Middle East & Africa - EU based


Job Description

Job: Sales
Primary Location: Switzerland
Schedule: Full-time
Requisition ID: 183466


Primary Function of Position:
The Commercial Distribution Sr. Manager for Middle East & Africa is responsible for establishing, developing and supporting the assigned Distributors.  This involves becoming an expert in ISI commercial operations, sales processes, use of surgical robotics and build high-performing teams that establishes mutually beneficial distributor relationships.  The position requires a number of capabilities including leadership competencies, clinical competencies, and a broad network within the surgical space, with commercial acumen.  She/ He is expected to provide an extraordinary degree of communication, collaboration and information gathering while recommending solutions to Distributor Principals and ISI Leadership team.
Roles and Responsibilities:
This position has responsibility and authority for:
  • Conduct the proper due diligence on the current distributor network and provide an executive summary.
  • Collaborate with ISI resources on potential alternative distributors for consideration and present proposal to executive team.
  • Outline and manage transition plan for any changes in regional distributor responsibilities which include the on-boarding process.
  • Teach distributors all aspects of clinical business, procedures and capital sales process.
  • Assist distributors in developing their business plans including (quarterly) system and procedure targets to achieve or exceed their goals. 
  • Organize annual business planning meetings and quarterly business reviews with distributors with the appropriate planning and follow up communication.
  • Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
  • Develop regional market access and marketing strategy to support the adoption of da Vinci surgery.
  • Conduct regular “field visits” in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of da Vinci surgery. 
  • Provide distributors’ representatives with new and existing product information, and assist them during initial launch and utilization of new products.
  • Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals, weekly reporting accuracy, and weekly forecasting. 
  • Develop National and Regional Key Opinion Leaders (KOL’s), reference and epicenters.
  • Review and propose Intuitive Surgical presence in national congresses and symposiums.
  • P&L responsibility with an unwavering ethical business attitude.
  • Perform due diligence on distributors ability to support Intuitive Surgical customers’ needs based on distributor agreement terms and conditions

Skill/Job Requirements:
  • 6+ years of experience in Sales or Marketing Management positions in the medical device industry.  Experience with distribution network management preferred.
  • Ability to take a thorough understanding of market, trends, technology and opportunities in the geographical region converting it to activities that increase business success.
  • Strong leadership skills with deep business acumen
  • Outstanding and natural business ethics
  • Deep understanding of the culture, customs and traditions of the country under responsibility
  • Bachelor’s degree in business or medical related field required, advanced degree strongly preferred
  • Ability to travel extensively
  • The position is based in EU