Director, Commercial Distribution

Intuitive

About The Position

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. 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.

Requirements

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.
Travel >50%.
The position based in Australia, Sydney or Melbourne areas are ideal.

Nice To Haves

Language skills in Thai, Malay, Vietnamese and Indonesia countries a plus

Responsibilities

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.