Key Customer 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 leading company in the field of 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:

The da Vinci® Key Customer Manager plays a critical role in building and developing the installed base of da Vinci® Surgical Systems within key customer accounts in assigned territory. 

The major responsibilities are to manage and direct the corporate level sales of da Vinci® Surgical Systems and to grow the utilization through increased procedures strategic accounts. This will be accomplished through a variety of activities including hospital/account specific activities and direct interaction with ISI da Vinci® Sales Managers and Sales Representatives.

Roles and Responsibilities:

• Provide first point of contact for all capital related activities in a specified account portfolio with account management team.
• Responsible within a specified account portfolio for the capital system placement driven through direct and indirect teams; collaborate with both capital and clinical teams to manage and increase the system install base.
• Expand capital pipeline beyond ‘what the field is working on’ (i.e.: surgical indications that are not part of the CORE business focus).
• Work with customer to remove barriers to expand access to grow the clinical business.
• Develop customers clinical programs to have robotic steering group meetings.
• Work with clinical team and customers on quantifying the impact of da Vinci.
• Assists the Sales Directors with the negotiation of Contract and Sales at the individual strategic hospitals and local Trust / ICS hospitals within the specified account portfolio.
• Expedite both near- and long-term system pipeline across a specified account portfolio.
• Develop & implement strategies for early-stage new product launches that accelerate procedures and capital placements.
• Implement the customer alignment strategy.
• Develop and implement training curriculums for Academic accounts for surgical trainees and fellowships.
• Work collaboratively with Government affairs, Media, MACA, GAVE, Clinical affairs, clinical and capital team on ICS strategies and be the point person for ICS in strategic regions.
• Demonstrate collaborative leadership and influence management.
• Develop general executive development activities (round tables, executive sessions, business alignment meetings, kick-off meetings, etc.).
• Foster creative solutions and idea sharing for common problems.
• Manage key surgeons/customer relationships.
• Teach how to build KOL reference and QTI sites for scalability across a specified account portfolio.
• Teach how to build centers of reference with multi-specialty programs with clinical, operational, and executive references.
• Provide clients with product information, demonstrations, etc.
• Active involvement in weekly and quarterly sales planning process.
• Manage expenses within budget.

Qualifications

Required Knowledge, Skills, and Experience:

• Bachelor’s degree or equivalent experience required. 
• Minimum 7 years’ experience in the medical device industry.
• At least 2 years of Influence and/or Direct Sales Management Experience.
• Capital sales experience a plus.
• Proven track record of high performance and collaboration in various sales roles.
• Strong Account Management and Value Selling.
• Proper understanding/knowledge of healthcare trends in UK & Ireland and healthcare network organizations.
• Excellent communication, presentation, and interpersonal skills.
• Fluency in English.
• Computer literate.
• Ability to travel up to 80%, dependent upon account distribution.

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.