Area Sales Manager

Job description

Primary Function of Position

A da Vinci® Area Sales Manager is responsible for selling the da Vinci® Surgical System to greenfield and existing hospitals within the da Vinci® Area Sales Manager’s assigned territory. This requires a number of capabilities including knowledge in the use of robotics, the ability to build a team of advocates within each hospital, strong solution selling skills, and enough tenacity to insure 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 & Responsibilities

• Manage the complex sales process of da Vinci® Surgical Systems into new hospitals and upgrades into existing hospitals
• Build support from surgeons and administration for da Vinci® Surgery. Identify key institutions, generate market awareness, and drive sales of the da Vinci® Surgical System within an assigned sales territory
• Effectively manage transition of initial sale and installation to the 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 and relationship with CEO and senior hospital administrators
• Organize and manage the sales process
• Develop 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

Qualifications

Qualifications

Required:

• 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 track record in capital medical equipment sales
• Sales management experience a plus
• Excellent interpersonal and communication skills
• Ability to travel up to 50%, dependent upon account distribution
• Success in introducing new technologies to the market is a plus