Commercial Distribution Manager

Company Description

At Intuitive, we are united behind our mission: we believe that minimally invasive care is life-enhancing care. Through ingenuity and intelligent technology, we expand the potential of physicians to heal without constraints.
As a pioneer and market leader in robotic-assisted surgery, we strive to foster an inclusive and diverse team, committed to making a difference. For more than 25 years, we have worked with hospitals and care teams around the world to help solve some of healthcare's hardest challenges and advance what is possible.
Intuitive has been built by the efforts of great people from diverse backgrounds. We believe great ideas can come from anywhere. We strive to foster an inclusive culture built around diversity of thought and mutual respect. We lead with inclusion and empower our team members to do their best work as their most authentic selves.
Passionate people who want to make a difference drive our culture. Our team members are grounded in integrity, have a strong capacity to learn, the energy to get things done, and bring diverse, real world experiences to help us think in new ways. We actively invest in our team members to support their long-term growth so they can continue to advance our mission and achieve their highest potential.
Join a team committed to taking big leaps forward for a global community of healthcare professionals and their patients. Together, let's advance the world of minimally invasive care.

Job Description

Primary Function of Position:

The Commercial Distribution Manager for Chile is responsible for establishing, developing and supporting the assigned Distributor.  This involves becoming an expert in ISI commercial operations, sales processes, use of surgical robotics and building high-performing teams that establish mutually beneficial distributor relationships.  The position requires a number of capabilities including leadership competencies, clinical competencies, and a broad network within the surgical space, with commercial acumen.  She/He is expected to provide an extraordinary degree of communication, collaboration and information gathering while recommending solutions to Distributor Principals and ISI Leadership team.

Roles and Responsibilities:

This position has responsibility and authority for:

1. Conduct proper due diligence on the current distributor and provide an executive summary.
2. Teach distributor all aspects of clinical business, procedures and capital sales process.
3. Assist distributor in developing their business plans, including quarterly system and procedure targets to achieve or exceed their goals. 
4. Organize annual business planning meetings and quarterly business reviews with the distributor along with the appropriate planning and follow up communication.
5. Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
6. Develop/align on regional strategy to support the adoption of da Vinci surgery over 3-5 years with the Distributor.
7. Conduct regular “field visits” in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of da Vinci surgery. 
8. Provide distributor’ representatives with new and existing product information and assist them during initial launch and utilization of new products.
9. Coordinate with multiple IS stakeholders (Customer Training, Sales Training, Regulatory, etc.) and distributors to maximize resource utilization, drive efficiency, continuously improve process.
10. Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals, weekly reporting accuracy, capital sales and weekly forecasting. 
11. Develop National and Regional Key Opinion Leaders (KOL’s), reference sites and epicenters.
12. Review and propose Intuitive Surgical presence in national congresses and symposiums.
13. Timely expense reporting with an unwavering ethical business attitude.

Perform due diligence on the distributor ability to support Intuitive Surgical customers’ needs based on distributor agreement terms and conditions

Qualifications

Skill/Job Requirements:

1. Bachelor’s degree in business or medical related field required, advanced degree strongly preferred.
2. 6+ years of experience in Direct Sales, Distribution Sales or related positions in the medical device industry.
3. Demonstrated success in leveraging a thorough understanding of market, trends, technology, and opportunities in the geographical region to develop successful distribution commercial plans.
4. Strong leadership skills with deep business acumen in surgical robotics or related industry.
5. Self-starter with genuine ability to develop strong partnerships.
6. Strong team player and record of accomplishment in working collaboratively with multiple stakeholders.
7. Goes above and beyond and continuously finds new ways to deliver value.
8. Unwavering, natural business ethics.
9. Strong ability to visualize, articulate, and solve complex problems and concepts, interpret large quantities of detailed data, and make decisions or recommendations based on the available information.
10. Deep understanding of the culture, customs, and traditions of the countries under responsibility.
11. Ability to travel extensively.
12. Language: English fluent, Spanish fluent.
13. Location:  Santiago, Chile preferred.

Additional Information

Due to the nature of our business and the role, please note that Intuitive and/or your customer(s) may require that you show current proof of vaccination against certain diseases including COVID-19.  Details can vary by role.

Intuitive is an Equal Employment Opportunity Employer. We provide equal employment opportunities to all qualified applicants and employees, and prohibit discrimination and harassment of any type, without regard to race, sex, pregnancy, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, genetic information or any other status protected under federal, state, or local applicable laws.

We will consider for employment qualified applicants with arrest and conviction records in accordance with fair chance laws.

We provide market-competitive compensation packages, inclusive of base pay, incentives, benefits, and equity. It would not be typical for someone to be hired at the top end of range for the role, as actual pay will be determined based on several factors, including experience, skills, and qualifications. The target salary ranges are listed.

Intuitive is an Equal Employment Opportunity Employer. We provide equal employment opportunities to all qualified applicants and employees, and prohibit discrimination and harassment of any type, without regard to race, sex, pregnancy, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, genetic information or any other status protected under federal, state, or local applicable laws.

We will consider for employment qualified applicants with arrest and conviction records in accordance with fair chance laws.

U.S. Export Controls Disclaimer:  In accordance with the U.S. Export Administration Regulations (15 CFR §743.13(b)), some roles at Intuitive Surgical may be subject to U.S. export controls for prospective employees
who are nationals from countries currently on embargo or sanctions status.

Certain information you provide as part of the application will be used for purposes of determining whether Intuitive Surgical will need to (i) obtain an export license from the U.S. Government on your behalf (note: the government’s licensing process can take 3 to 6+ months) or (ii) implement a Technology Control Plan (“TCP”) (note: typically adds 2 weeks to the hiring process).  

For any Intuitive role subject to export controls, final offers are contingent upon obtaining an approved export license and/or an executed TCP prior to the prospective employee’s
start date, which may or may not be flexible, and within a timeframe that does not unreasonably impede the hiring need. If applicable, candidates will be notified and instructed on any requirements for these purposes. 

This position may be filled at a different job level than listed here depending on
business need and/or on the selected candidate’s experience, knowledge and skills.
Compensation will be based primarily on the job level at which the role is filled and the
candidate’s qualifications, consistent with applicable law.