Intuitive
Commercial Excellence Director
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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 Excellence Director is a senior leadership role and member of the regional Leadership Team, responsible for driving rigor and standardization across core sales processes to improve execution and sustain growth. The role elevates sales and capital discipline by embedding best practices, strengthening capabilities, and closing critical gaps, while enabling frontline leaders and influencing cross-functional stakeholders to translate strategy into consistent field execution.
Roles And Responsibilities
- Drive commercial rigor and standardization of core sales processes (pipeline management, account targeting, capital and clinical sales pathways, sustainable procedure growth) to improve execution consistency
- Elevate sales fundamentals across all sales roles (clinical and capital) by teaching and embedding best practices. Teach and measure region wide competency and efficiency by role to ensure fundamental sales skills are scaled across the region.
- Strengthen capital sales discipline by improving qualification of opportunities, contracting readiness, negotiation strategies, and executive-level communication in customer interactions.
- Identify and prioritize key commercial capability gaps, deploy plans to address and engaging targeted interventions (training, coaching, field enablement) towards measurable business impact.
- Increase frontline leadership effectiveness by enabling Directors to reinforce process discipline, coach teams in the field, and sustain high-performance behaviors.
- Influence cross-functional and clinical stakeholders to expand capital opportunities, strengthen clinical engagement, and develop reference centers and KOLs.
- Translate regional strategy into capital and clinical tactics, ensuring that overarching intent is followed by clear guidelines that are adopted by the field.
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Qualifications
Required Knowledge, Skills, and Experience:
- Demonstrated ability to maximize sales teams in the marketplace
- Minimum 7 years’ experience of well-rounded sales management experiences in positions of increasing responsibility, with a focus on rapidly developing new markets and teams.
- Demonstrated ability to execute, teach and transfer skills for capital, clinical and sales processes.
- Translating clinical, economic and strategic value propositions into useful formats for various customer segments/stakeholders, departments and sales teams
- Combined capital and clinical sales experience
- Demonstrated collaboration and results through multiple departments and organizational levels
- Developed and executed surgeon and executive KOL and Society strategies based on identified value
- Developed and executed programs designed to drive both a capital and procedural / product level sale across customer segments/stakeholders
- Developed and executed market education programs that were implemented through hospitals to targeting patients, physicians and surgeons
- Demonstrated ability to develop the pathway to achieve through an organization, project manage through execution and measure ultimate results
- Understanding of, or ability to quickly evaluate, local market demands and pricing requirements to provide insights to up-stream marketing
- Fluent in English
- Ability to travel up to 75% with the potential of international.
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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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