Key Customer Manager

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.