Digital Sales Representative

Job description

Primary Function of Position The Digital Sales Representative (DSR) will focus on the execution of current and future digital strategies. The DSR will work to expand the footprint and adoption of Intuitive’ s digital portfolio by selling digital products to targeted customers, driving adoption and ensuring the surgeons are taught how to access and use the technology. The DSR will serve as the liaison between internal teams and the customer, providing surgeon feedback, ensuring ease of use for the surgeon through thorough training and sharing leads with other teams.

The DSR will collaborate cross-functionally to target, drive product utilization, and support customers in new and existing accounts. Collaborating with cross-functional teams is essential to excel and provide an easy-to-use solution with the goal of driving product use from clinical care team and surgeons.

Essential Job Duties

Consult with customers to understand their needs and validate the key value drivers of digital solutions. Drive Digital Solutions / Systems (Case Insights, etc) adoption to key accounts and territories Manage the complex sales process of the Digital Solutions / Systems into new & existing hospitals (collaborate with Capital team). Develop and execute short, mid, and long-term strategies to maximize Digital solutions / system adoption in the assigned territory.

This includes data analytics on customers’ demands, trends, and field dynamics based on excellent market intelligence and solution/system knowledge. Collaborate with sales, Digital Networking team to drive adoption of digital portfolio with surgeons. Lead close collaboration with the Clinical Sales, marketing, and relevant cross-functions to manage the sale of Digital Solutions / Systems to hospitals and grow the utilization of their solutions/systems within the assigned territory.

Drive adoption and utilization of digital solutions through targeting, customer support, and continuous consultation and thorough training on functionality and benefit. Drive continuous expansion and development of the digital user base by working with key surgeon thought leaders and other key customers to develop a qualified lead funnel. Partner with Key Account, Clinical and Capital teams to identify digital solution leads and develop targeted customer strategy.

Engage with prospective customers via video meeting, email, and in person where applicable to understand their needs and communicate the value of our digital solutions. In-person meetings may be required as needed. Effectively collaborate with cross-functional teams in the corporate office to understand assigned business and needs. Partner with Sales and Marketing to ensure success of regional and virtual market development events, trade shows, and other industry activities.

Develop KOL’s for digital portfolio. Achieve quarterly and yearly sales and adoption goals. Use Salesforce.com to organize activities, manage pipeline and report territory progress. - Responsibly manage administrative tasks; reporting, outcomes of support activities, submission of expense reports, etc. Support product demonstrations & attend surgeries/cases as needed to drive adoption and train surgeons for utilization.

Ability to manage large pipeline, territory of surgeon targets. Become subject matter expert with the ability to adapt to new features/innovation. Help drive processes/approaches to improve internal team operations. Gather and funnel customer feedback to engineering to drive product improvement.

Qualifications

Required Education and Experience

Bachelor's degree or equivalent experience required. Minimum 5+ years of experience in a medical field (surgical field preferred) preferably above the Gwajang level. Minimum 2+ years of experience in a business development role in the medical field. Technical sales experience at a multinational IT, server, or SI company is preferred, with healthcare or medical device industry experience being highly desirable. Experience in selling Software/SaaS & subscription solutions to hospitals is highly preferred.

Proven experience with cross-functional collaboration. Demonstrated success with influencing customers and leadership via phone and video meeting. Ability to communicate and present ideas clearly to internal teams and customer-facing stakeholders (surgeons, nurse managers, hospital C-suite leadership). Excellent communication skills, both written and verbal. Carry self-directed approach to meet project/team goals with minimal supervision.

Ability to work independently remotely with some in person sales activities. Self-led with ability to navigate complex sales scenarios. Great time management and a detailed organization approach in a fast paced environment. Understands the basics of HL7, PACS (picture archival and communications), DICOM, EPIC interfaces, etc. Experience working in hospital operating room environments preferred. Experience in training physicians preferred.

Working Conditions Comfortable working a flexible dynamic schedule. Able to travel up to 75%, some short notice travel required. Travel may include visits to hospitals, surgical centers, and other patient care areas.