Commercial Distribution Manager

This is a fully remote position, open to applicants in Chile.

📋 Description

• The Commercial Distribution Manager for Chile is tasked with establishing, nurturing, and supporting the designated Distributor.

• This role requires expertise in ISI commercial operations, sales processes, surgical robotics usage, and the development of high-performing teams to foster mutually beneficial relationships with distributors.

• The incumbent is expected to demonstrate exceptional communication, collaboration, and information gathering skills while providing recommendations to Distributor Principals and the ISI Leadership team.

• Conduct thorough due diligence on the current distributor and compile an executive summary.

• Educate the distributor on all facets of the clinical business, procedures, and capital sales processes.

• Aid the distributor in crafting their business plans, which include quarterly system and procedure targets to meet or exceed their objectives.

• Organize annual business planning meetings and quarterly reviews with the distributor, ensuring appropriate planning and follow-up communication.

• Coordinate and facilitate surgeon training activities through the Technical Training Pathway (TTP).

• Develop and agree on a regional strategy to promote the adoption of da Vinci surgery over the next 3-5 years with the Distributor.

• Conduct regular “field visits” alongside distributor representatives to comprehend market dynamics, provide coaching, and add value to customers in support of da Vinci surgery adoption.

• Equip distributor representatives with information on new and existing products and assist during the initial launch and usage of new offerings.

• Collaborate with various IS stakeholders (Customer Training, Sales Training, Regulatory, etc.) and distributors to optimize resource utilization, enhance efficiency, and continuously improve processes.

• Support distributor personnel in their operational tasks, including best practices for procedure coverage at hospitals, accuracy in weekly reporting, capital sales, and forecasting.

• Cultivate National and Regional Key Opinion Leaders (KOLs), reference sites, and epicenters.

• Review and suggest Intuitive Surgical's participation in national congresses and symposiums.

• Ensure timely expense reporting while maintaining an unwavering ethical approach to business.

• Assess the distributor's capability to meet Intuitive Surgical customers' needs based on the terms and conditions of the distributor agreement.

⛳️ Requirements

• A Bachelor’s degree in a business or medically related field is required; an advanced degree is strongly preferred.

• Over 6 years of experience in Direct Sales, Distribution Sales, or similar roles within the medical device industry.

• Proven success in utilizing a comprehensive understanding of the market, trends, technology, and opportunities within the geographical region to create effective distribution commercial plans.

• Strong leadership capabilities with substantial business acumen in surgical robotics or a related field.

• A self-starter with a genuine talent for fostering strong partnerships.

• A collaborative team player with a history of successful teamwork with multiple stakeholders.

• Consistently goes the extra mile and seeks innovative ways to add value.

• A steadfast commitment to ethical business practices.

• Exceptional ability to visualize, articulate, and resolve complex problems and concepts, interpret extensive detailed data, and make informed decisions or recommendations.

• A deep understanding of the culture, customs, and traditions of the countries within the scope of responsibility.

• Willingness to travel extensively.

• Proficiency in English and Spanish is required.

🏝️ Benefits

• Employees have the option to work remotely.