Primary Function of Position
The Commercial Distribution Manager for ANZ & ASEAN is responsible for establishing, developing and supporting the assigned Distributor. This involves becoming an expert in ISI commercial operations, sales processes, use of surgical robotics and building high-performing teams that establish mutually beneficial distributor 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 and information gathering while recommending solutions to Distributor Principals and ISI Leadership team.
Essential Job Duties
- Conduct proper due diligence on the current distributor and provide an executive summary.
- Teach distributor all aspects of clinical business, procedures and capital sales process.
- Assist distributor in developing their business plans, including quarterly system and procedure targets to achieve or exceed their goals.
- Organize annual business planning meetings and quarterly business reviews with the distributor along with the appropriate planning and follow up communication.
- Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
- Develop/align on regional strategy to support the adoption of da Vinci surgery over 3-5 years with the Distributor.
- Conduct regular “field visits” in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of da Vinci surgery.
- Provide distributor’ representatives with new and existing product information and assist them during initial launch and utilization of new products.
- Coordinate with multiple IS stakeholders (Customer Training, Sales Training, Regulatory, etc.) and distributors to maximize resource utilization, drive efficiency, continuously improve process.
- Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals, weekly reporting accuracy, capital sales and weekly forecasting.
- Develop National and Regional Key Opinion Leaders (KOL’s), reference sites and epicenters.
- Review and propose Intuitive Surgical presence in national congresses and symposiums.
- Timely expense reporting with an unwavering ethical business attitude.
- Perform due diligence on the distributor ability to support Intuitive Surgical customers’ needs based on distributor agreement terms and conditions
