Key Customer Manager

Job Description

Primary Function of Position:

The da Vinci® Key Customer Managerplays a critical role in building and developing the installed base of da Vinci® Surgical Systems within key customer accounts in assigned territory.

The major responsibilities are to manage and direct the corporate level sales of da Vinci® Surgical Systems and to grow the utilization through increased procedures strategic accounts. This will be accomplished through a variety of activities including hospital/account specific activities and direct interaction with ISI da Vinci® Sales Managers and Sales Representatives.

Roles and Responsibilities:

• Provide first point of contact for all capital related activities in a specified account portfolio with account management team.
• Responsible within a specified account portfolio for the capital system placement driven through direct and indirect teams; collaborate with both capital and clinical teams to manage and increase the system install base.
• Expand capital pipeline beyond ‘what the field is working on’ (i.e.: surgical indications that are not part of the CORE business focus).
• Work with customer to remove barriers to expand access to grow the clinical business.
• Develop customers clinical programs to have robotic steering group meetings.
• Work with clinical team and customers on quantifying the impact of da Vinci.
• Assists the Sales Directors with the negotiation of Contract and Sales at the individual strategic hospitals and local Trust / ICS hospitals within the specified account portfolio.
• Expedite both near- and long‑term system pipeline across a specified account portfolio.
• Develop & implement strategies for early-stage new product launches that accelerate procedures and capital placements.
• Implement the customer alignment strategy.
• Develop and implement training curriculums for Academic accounts for surgical trainees and fellowships.
• Work collaboratively with Government affairs, Media, MACA, GAVE, Clinical affairs, clinical and capital team on ICS strategies and be the point person for ICS in strategic regions.
• Demonstrate collaborative leadership and influence management.
• Develop general executive development activities (round tables, executive sessions, business alignment meetings, kick‑off meetings, etc.).
• Foster creative solutions and idea sharing for common problems.
• Manage key surgeons/customer relationships.
• Teach how to build KOL reference and QTI sites for scalability across a specified account portfolio.
• Teach how to build centers of reference with multi‑specialty programs with clinical, operational, and executive references.
• Provide clients with product information, demonstrations, etc.
• Active involvement in weekly and quarterly sales planning process.
• Manage expenses within budget.

#J-18808-Ljbffr…