Commercial Distribution Manager
About The Position
The Commercial Distribution Manager for Brazil is responsible for establishing, developing, and supporting the assigned distributor. The role requires expertise in Intuitive Surgical commercial operations, sales processes, surgical robotics, and building high-performing teams and mutually beneficial distributor relationships. The manager brings leadership and clinical competencies, a broad network in the surgical field, and commercial acumen. The position requires strong communication, collaboration, and information gathering, as well as recommending solutions to distributor principals and the Intuitive Surgical leadership team. Rio de Janeiro, Brazil, is the preferred location, and extensive travel is required. The role includes assessing distributor capabilities, supporting distributor business planning and operations, developing regional strategy to grow da Vinci surgery adoption, coaching distributor representatives, coordinating training and stakeholder resources, and developing key opinion leaders and reference sites. The position may be filled at a different job level depending on business needs and the selected candidate’s experience, knowledge, and skills. Compensation will be based primarily on the level at which the role is filled and the candidate’s qualifications.
Requirements
- Bachelor’s degree in business or a medical-related field.
- At least 6 years of experience in direct sales, distribution sales, or related positions in the medical device industry.
- Demonstrated success using an understanding of the market, trends, technology, and regional opportunities to develop successful distribution commercial plans.
- Strong leadership skills and deep business acumen in surgical robotics or a related industry.
- Ability to travel extensively.
- Fluent English, Portuguese, and Spanish.
Nice To Haves
- Advanced degree.
- Location in Rio de Janeiro, Brazil.
Responsibilities
- Conduct due diligence on the current distributor and provide an executive summary.
- Teach the distributor about clinical business, procedures, and the capital sales process.
- Assist the distributor in developing business plans, including quarterly system and procedure targets.
- Organize annual business planning meetings and quarterly business reviews, including planning and follow-up communications.
- Organize and coordinate surgeon training activities using the Technical Training Pathway (TTP).
- Develop and align with the distributor on a regional strategy to support adoption of da Vinci surgery over three to five years.
- Conduct regular field visits with distributor representatives to understand market dynamics, provide coaching, and support customer adoption of da Vinci surgery.
- Provide distributor representatives with information about new and existing products and assist with initial product launches and utilization.
- Coordinate with Intuitive Surgical stakeholders, including Customer Training, Sales Training, and Regulatory, and with distributors to maximize resources, improve efficiency, and continuously improve processes.
- Assist distributor personnel with operational activities, including hospital procedure coverage best practices, weekly reporting accuracy, capital sales, and weekly forecasting.
- Develop national and regional key opinion leaders, reference sites, and epicenters.
- Review and propose Intuitive Surgical participation in national congresses and symposiums.
- Submit expense reports promptly and maintain an unwavering ethical business attitude.
- Assess the distributor’s ability to support Intuitive Surgical customers’ needs under the terms and conditions of the distributor agreement.
