Bariatric Sales Manager - job 1 of 4

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, lets advance the world of minimally invasive care.

*Please note: Candidates must live within or be willing to relocate to the Morristown, NJ Area to perform the duties of this role. 

Primary Function of Position
The Bariatric Specialty Sales Manager plays a critical role in driving identification and adoption of new procedures for 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 early 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 small team of strategic, senior level sales professionals across the country who are focused on identifying and expanding the adoption of new procedures that will drive the future growth of Intuitive Surgical. 

Essential Job Duties (Specific responsibilities and tasks an individual would be expected to perform in the role. Additional job duties may be determined by functional people manager)

• Build sustainable Bariatric surgeons in designated programs
• Build Bariatric References with Clinical & Econ Impact
• Build New Tech Reference centers: Stapling, VS  & T-Motion
• Sell Xi value proposition to increase access
• Drive fellowship training initiatives
• Develop autonomous surgeons, teams and CSRs for Bariatric
• With CSD/CSM Team: (15% of the time)
  • Guide Bariatric MSA strategy and tactics
  • Grow team clinical and new technology proficiency

• Expand da Vinci Specialty Procedure and New Technology Utilization

• Achieves Quarterly and Annual Quota Aligned to Compensation Plans and the LRM
• Develop Key Opinion Leaders (KOL) in Bariatric Surgery.
• Establish regional Case Observation sites & Epicenters.
• Through collaboration with sales leadership, conduct strategic market development activities e.g., MSA RIPs and “blitz” activities
• For KOLs, execute all sales activities in support of developing their proficiency as a da Vinci surgeon.  These activities include:
  • Select appropriate case observation site
  • Conduct on-site and wet lab training
  • Bringing value in first series of cases
  • Bring 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 presentations

• Elevate Area Specialty Sales Knowledge

• Provide feedback to enhance representatives’ ability to sell in Bariatric Surgery
• Operate as the “Advanced Technology/Stapling” professional for CSD area

• Identify area needs, coordinate and run aptitude programs with support from VP and CSD

• Manage Key Initiatives

• Leverage Specialty Sales resources to help scale launch of new procedures and/or products
  • I.E., Manage the Pull Through of the CVP Area Bariatric VIP Events

• Align with Sales leadership and marketing to manage surgeon training resources related to
  • Utilization
  • Training effectiveness
  • Procedural volume outcomes

• Evaluate bariatric procedure and new tech trends; identify anomalies and manage appropriately.

Required Skills and Experience (Specific skills, knowledge, and experience that an individual must possess in order to successfully perform in job)

• 5+ years of medical device sales required
• 1+ years of management experience or management career track required
• Demonstrated experience in leading through/by example and Master Cross-Functional Leadership
• Deep knowledge of titanium and bariatric space
• Proven Ability to Develop KOLs w QTI Data and Centers of Excellence
• Experience using Data and Analytics/Business Acumen in Order to Develop GAP Research and Target Lists
• Experience with Ecosystem Messaging and Capital 5-Pillar Process
• Demonstrated Ability to Contract with Surgeons and Develop to the Super User level with QTI data
• 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 focus areas
• Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
• Track record of applicant sales excellence
• Overnight travel required: 2-3 days / week (40% - 60%)

Required Education and Training (As applicable - Specific education and training that an individual must possess in order to successfully perform in job)

• Bachelor’s degree required

Working Conditions (As applicable - Any physical requirements for the job.  If not applicable, state “none”) None

Preferred Skills and Experience (As applicable - Specific skills, knowledge, and experience that are not required to perform the job, but are desirable to have)

• Bariatric or colorectal sales background preferred

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 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.

Mandatory Notices

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. 

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 + commission, benefits, and equity. The on target earnings for this position are listed.