Commercial Distribution Manager

Job Description

Primary Function of Position

• The Commercial Distribution Manager for Brazil 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.

Roles and Responsibilities

This position has responsibility and authority for

• 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