Director Commercial Distribution

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.

Roles and Responsibilities:\
This position has responsibility and authority for:
• 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.