Director Commercial Distribution

Director Commercial Distribution

Primary Function of Position: The Director of Commercial Distribution is responsible for establishing, developing, and supporting the assigned Distributor network/geographies, as well as, hiring, training and developing the Manager team within the designated territory. This involves becoming an expert in Intuitive Surgical commercial sales, operations, sales processes, use of surgical robotics and building high-performing teams that establish mutually beneficial distributor and end customer 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, implementation and execution while presenting solutions to Distributor Principles and Intuitive Surgical Leadership team in expanding the business. Roles and Responsibilities:

This position has responsibility and authority for:

• Recruit, train and lead a Commercial Distribution Manager team within multiple geographies.
• Teach and show distributors all aspects of clinical business, procedures, and capital sales process.
• Work with distributors to develop business plans which include (quarterly) system and procedure forecasts to achieve or exceed goals set by senior management.
• Organize annual and quarterly business reviews with distribution partners with the appropriate planning and follow up communication in line with contractual agreements.
• Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
• Develop regional market access and marketing strategy to support the adoption of da Vinci surgery.
• Manage activities to achieve quarterly and annual regional goals.
• Conduct regular field rides in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of Intuitive technology.
• Provide distributors' representatives with new and existing product information and assist them during initial launch and utilization of new products and programs.
• Supervise and assist distributor personnel with their operational activities including procedure coverage at hospitals, weekly reporting accuracy, and weekly forecasting.
• Develop Global and Regional Key Opinion Leaders (KOL's), reference and epicenters.
• Review and propose Intuitive Surgical presence in national congresses and symposiums.
• Meeting operation budgets, expenses, and P&L responsibility with an unwavering ethical business attitude.
• Communicate, collaborate and execute as one team with the global Intuitive team to expand the impact of Intuitive products.

Qualifications

Required Knowledge, Skills, and Experience:

• 8+ years of experience in senior level Sales and Marketing positions in the medical device industry including distribution network management.
• Ability to develop a thorough understanding of market, trends, technology, and opportunities in the geographical region converting it to activities that increase business success.
• Strong leadership skills with deep business acumen.
• Knowledge of the operation room environment.
• Excellent communication and interpersonal skills.
• Outstanding and natural business ethics.
• Deep understanding of the culture, customs, and traditions of their territory.
• Bachelor's degree in business or medical related field required, advanced degree strongly preferred.
• Fluent in English. Language skills in Thai, Malay, Vietnamese and Indonesia countries a plus.
• Travel >50%.
• The position based in Australia, Sydney or Melbourne areas are ideal.

Additional Information

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.

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