Summary

The Advanced Procedure Sales Manager plays a critical role in driving identification and adoption of new or certain targeted procedures on the da Vinci surgical system. Partnering with sales leadership and staff in Clinical Sales, Capital Sales and Key Accounts, the Manager will identify and develop Key Opinion Leaders to pioneer and expand use of the da Vinci system in surgical specialties in varying stages of growth. They will also partner with local sales representatives to coach, counsel, and train them on selling to specialists in their assigned hospital accounts. The APSM operates as an overlay to the Clinical Sales Representative (CSR), bringing specialized expertise, deep procedure knowledge, and hands-on execution capability to accelerate adoption of targeted procedures — specifically hernia repair, foregut surgery, and bariatric procedures.

Job description

Primary Function of Position

The Advanced Procedure Sales Manager plays a critical role in driving identification and adoption of new or certain targeted procedures on the da Vinci surgical system. Partnering with sales leadership and staff in Clinical Sales, Capital Sales and Key Accounts, the Manager will identify and develop Key Opinion Leaders to pioneer and expand use of the da Vinci system in surgical specialties in varying stages of growth. They will also partner with local sales representatives to coach, counsel, and train them on selling to specialists in their assigned hospital accounts. The APSM operates as an overlay to the Clinical Sales Representative (CSR), bringing specialized expertise, deep procedure knowledge, and hands-on execution capability to accelerate adoption of targeted procedures — specifically hernia repair, foregut surgery, and bariatric procedures.

Essential Job Duties

Driving measurable increase in targeted procedure volume (hernia, foregut, bariatrics) within assigned accounts, tracked against baseline and growth targets
Build sustainable surgeons in designated programs
Build clinical and economic reference centers
Build new technology reference centers with strategic products like stapling and vessel sealer curved
Sell platform value propositions to increase assets
Lead fellowship training initiatives
Define short-term and long-term milestones for procedure adoption, from first case to routine utilization
Regularly review and update growth plans to reflect account changes, competitive dynamics, and new opportunities
Aligning growth plan priorities with CSR and field leadership to ensure consistency with broader commercial strategy
Leverage available data tools, market analytics, and data reporting to inform planning and track progress against targets
Work with clinical & capital team assisting and guiding MSA strategy and tactics
Lead team clinical and technology competence
Achieves Quarterly and Annual Quota Aligned to Compensation Plans
Develop Key Opinion Leaders (KOL) in bariatric, foregut, and hernia surgery
Assist in strategic surgeon targeting
Through collaboration with sales leadership, conduct strategic market development activities
For KOLs, execute all sales activities in support of developing their proficiency as a da Vinci surgeon, including selecting case observation sites, conducting on-site and wet lab training, and bringing intra-operative and post-operative clinical value in initial surgeon case series
Development and leadership of advanced regional training programs
Serve as the market intelligence liaison for marketing and training teams
Conduct hospital and surgical practice executive and business alignment presentations
Elevate Area Specialty Sales Competency
Provide feedback to enhance representatives' ability to sell in targeted procedures
Identify area needs, coordinate and run competency programs with support from VP and CSD
Manage Key Initiatives for clinical and technical excellence
Aligning with Sales leadership and marketing to manage surgeon training resources related to utilization, training effectiveness and procedural volume outcomes

Qualifications

Demonstrated experience in leading through/by example and Cross-Functional Leadership
Deep knowledge of stapling and energy products
Proven ability to develop KOLs with QTI Data
Proven ability to use data and analytics/business acumen to develop gap analysis and target lists
Experience with Ecosystem Messaging and Capital 5-Pillar Process
Developing KOLs in CR, GS, or TH
Demonstrated ability to manage complexity and work in an environment of change
Proven ability to influence peers
Effective communication skills across a broad organization with a variety of focuses
Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base
Track record of individual sales excellence
Management experience or management career track required
5+ years of medical device sales required
Bachelor's degree required
Overnight travel required; ability to travel up to 60%
Success in introducing new technologies to the market is a plus

Requirements

Demonstrated cross-functional leadership experience
Deep knowledge of stapling and energy products
Proven ability to develop KOLs with QTI data
Proven ability to use data and analytics/business acumen to develop gap analysis and target lists
Experience with Ecosystem Messaging and Capital 5-Pillar Process
Experience developing KOLs in CR, GS, or TH
Demonstrated ability to manage complexity and work in an environment of change
Proven ability to influence peers
Effective communication skills across a broad organization
Excellent clinical selling skills
Track record of individual sales excellence
Management experience or management career track required
5+ years of medical device sales required
Bachelor's degree required
Ability to travel up to 60%
Candidates must live within or be willing to relocate to the South Florida Area

Benefits

Health Insurance
Equity
Commission

Company overview

Intuitive Surgical, Inc., commonly known as Intuitive, is a global technology leader in minimally invasive care and the pioneer of robotic-assisted surgery. Founded in 1995 and headquartered in Sunnyvale, California, the company has revolutionized surgical procedures through its flagship da Vinci Surgical System and Ion endoluminal system. As a publicly traded company on NASDAQ (ISRG), Intuitive has established itself as the dominant player in robotic surgery, with over 15,000 employees worldwide and an installed base of thousands of surgical systems across more than 60 countries. The company's innovative platforms enable surgeons to perform complex procedures with enhanced precision, flexibility, and control through minimally invasive techniques. Intuitive's technology portfolio includes advanced vision systems, wristed instruments, and intelligent software that work together to optimize surgical outcomes. The company continues to expand its product offerings and geographic presence while maintaining a strong focus on clinical evidence, physician training, and patient safety. With annual revenues exceeding $8 billion, Intuitive represents a transformative force in modern healthcare, driving the adoption of robotic-assisted procedures across multiple surgical specialties including urology, gynecology, general surgery, and thoracic surgery.