Area Sales Manager

Job description

Primary Function of Position

A da Vinci Area Sales Manager is responsible for selling the daVinci™ Surgical System to greenfield hospitals and existing hospitals within the Area Sales Manager’s assigned territory. This requires a number of capabilities including expert-level knowledge in the use of surgical robotics, the ability to build a team of advocates within each hospital, strong solution selling skills, and enough tenacity to ensure sales objectives are met on a consistent basis.

Da Vinci Area Sales Managers are expected to provide an extraordinary degree of information gathering and presenting to buying teams throughout the capital equipment purchasing process.

Roles and Responsibilities

This position has responsibility and authority for: Manage the complex sales process of daVinci Surgical Systems into new hospitals and upgrades into existing hospitals. Build clinical and administrative support through technical presentations, executive meetings, marketing events and system test drives. Build support from surgeons and administration for da Vinci® Surgery. Identify key institutions, generate market awareness, and drive sales of the daVinci™ Surgical System within an assigned sales territory.

Effectively manage transition of initial sale and installation to the clinical sales team to drive procedural volume and growth. Achieve quarterly sales targets. Partner with the da Vinci Area Sales Director to develop a sales plan for their local territory. Build surgical advocacy teams at each hospital. Develop initial contact with CEO and senior hospital administrators. Organize and manage the sales process. Develop expert level knowledge of primary OR procedures.

Make business case for system purchase. Resolve contractual issues and coordinate system installation upon purchase approval. Handle all communications and administrative follow-up. Collaborate with team members across the Intuitive commercial organization to develop people, processes, and pipeline opportunities. Implement strategies for early-stage new product launches that accelerate procedures and capital placements. Develop general executive development activities (round tables, executive sessions, etc.).

Participate in designing QTI, BAM content and defining approach with targeted customers Active involvement in weekly and quarterly sales planning process for the dedicated territory. Manage expenses within budget.

Qualifications

Required Knowledge, Skills, and Experience

Bachelor’s degree or equivalent experience required. Minimum of 5 years’ sales experience preference for experience in healthcare or capital sales. Knowledge of the operating room environment. Excellent communication and interpersonal skills. Proven successful project management. Proven successful track record in capital medical equipment sales. Proven track record of high performance and collaboration in various sales roles.

Strong Account Management and Value Selling. Demonstrate collaborative leadership and influence management. Foster creative solutions and idea sharing for common problems. Ability to travel up to 80%, dependent upon account distribution. Fluent in English and local language as required.

Preferred Knowledge, Skills, and Experience

Sales management experience a plus. Success in introducing new technologies to the market is a plus.