[Hiring] Advanced Procedure Sales Manager @Intuitive

Role Description

The Advanced Procedure Sales Manager plays a critical role in driving identification and adoption of new or certain targeted procedures on the da Vinci surgical system. Partnering with sales leadership and staff in Clinical Sales, Capital Sales, and Key Accounts, the Manager will identify and develop Key Opinion Leaders to pioneer and expand use of the da Vinci system in surgical specialties in varying stages of growth. They will also partner with local sales representatives to coach, counsel, and train them on selling to specialists in their assigned hospital accounts. This role is part of a strategic team of senior-level sales professionals across the country focused on identifying and expanding the adoption of procedures that will drive the future growth of Intuitive Surgical.

The APSM operates as an overlay to the Clinical Sales Representative (CSR), bringing specialized expertise, deep procedure knowledge, and hands-on execution capability to accelerate adoption of targeted procedures — specifically hernia repair, foregut surgery, and bariatric procedures.

Essential Job Duties

• Driving measurable increase in targeted procedure volume (Ex. hernia, foregut, bariatrics) within assigned accounts, tracked against baseline and growth targets established in the account plan.
• Procedure targeting could shift based on organizational focus.
• Build sustainable surgeons in designated programs.
• Build clinical and economic reference centers.
• Build new technology reference centers with strategic products like stapling and vessel sealer curved.
• Sell platform value propositions to increase assets.
• Lead fellowship training initiatives.
• Define short-term and long-term milestones for procedure adoption, from first case to routine utilization.
• Regularly review and update growth plans to reflect account changes, competitive dynamics, and new opportunities.
• Align growth plan priorities with CSR and field leadership to ensure consistency with broader commercial strategy.
• Leverage available data tools, market analytics, and data reporting to inform planning and track progress against targets.
• Work with clinical & capital team assisting and guiding MSA strategy and tactics.
• Lead team clinical and technology competence.
• Achieves Quarterly and Annual Quota Aligned to Compensation Plans.
• Develop Key Opinion Leaders (KOL) in bariatric, foregut, and hernia surgery.
• Assist in strategic surgeon targeting.
• Conduct strategic market development activities through collaboration with sales leadership.
• Execute all sales activities in support of developing KOLs as da Vinci surgeons, including:
• Select appropriate case observation site.
• Conduct on-site and wet lab training.
• Bring value in first series of cases.
• Provide intra-operative & post-operative clinical value in initial surgeon case series.
• Development and leadership of advanced regional training programs.
• Serve as the market intelligence liaison for marketing and training teams.
• Conduct hospital and surgical practice executive and business alignment presentations.
• Elevate Area Specialty Sales Competency.
• Provide feedback to enhance representatives’ ability to sell in targeted procedures that are of current focus to the organization.
• Identify area needs, coordinate and run competency programs with support from VP and CSD.
• Manage Key Initiatives for clinical and technical excellence.
• Align with Sales leadership and marketing to manage surgeon training resources related to utilization, training effectiveness, and procedural volume outcomes.

Qualifications

• Demonstrated experience in leading through/by example and Cross-Functional Leadership.
• Deep knowledge of stapling and energy products.
• Proven Ability to Develop KOLs with QTI Data.
• Proven Ability to Use Data and Analytics/Business Acumen to Develop GAP Analysis and Target Lists.
• Experience with Ecosystem Messaging and Capital 5-Pillar Process.
• Expertise in Developing KOLs in CR, GS, or TH.
• Demonstrated ability to manage complexity and work in an environment of change.
• Proven ability to influence peers.
• Effective communication skills across a broad organization with a variety of focuses.
• Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base.
• Track record of individual sales excellence.
• Management experience or management career track required.
• 5+ years of medical device sales required.
• Bachelor’s degree required.
• Overnight travel required; ability to travel up to 60%, dependent upon account distribution.
• Success in introducing new technologies to the market is a plus.

Requirements

• Bachelor’s degree required.

Benefits

• Market-competitive compensation packages, inclusive of base pay + commission, benefits, and equity.
• Total Target Comp Region 1: 302749.5 USD.
• Total Target Comp Region 2: 302749.5 USD.

Working Conditions

• None.