Digital Sales Representative

Primary Function of Position

The Digital Solutions Representative (DSR) will focus on the execution of current and future digital strategies. The DSR will work to expand the footprint and adoption of Intuitive’s digital portfolio by selling digital products to targeted customers, driving adoption and ensuring the surgeons are taught how to access and use the technology. The DSR will serve as the liaison between internal teams and the customer, providing surgeon feedback, ensuring ease of use for the surgeon through thorough training and sharing leads with other teams. The DSR will collaborate cross-functionally to target, drive product utilization, and support customers in new and existing accounts. Collaborating with cross-functional teams is essential to excel and provide an easy-to-use solution with the goal of driving product use from clinical care team and surgeons.

Essential Job Duties

• Consult with customers and understand their needs. Collaborate with sales, Digital Networking team to drive adoption of digital portfolio with surgeons.

• Drive adoption and utilization of digital solutions through targeting, customer support, and continuous consultation and thorough training on functionality and benefit.

• Drive continuous expansion and development of the digital user base by working with key surgeon thought leaders and other key customers to develop a qualified lead funnel.

• Partner with Key Account, Clinical and Capital teams to identify digital solution leads and develop targeted customer strategy.

• Engage with prospective customers via video meeting, email, and in person where applicable to understand their needs and communicate the value of our digital solutions.

• In-person meetings may be required as needed.

• Effectively collaborate with cross-functional teams in the corporate office to understand assigned business and needs.

• Partner with Sales and Marketing to ensure success of regional and virtual market development events, trade shows, and other industry activities.

• Develop KOL’s for digital portfolio.

• Achieve quarterly and yearly sales and adoption goals.

• Use Salesforce.com to organize activities, manage pipeline and report territory progress.

• Responsibly manage administrative tasks; reporting, outcomes of support activities, submission of expense reports, etc.

• Support product demonstrations & attend cases as needed to drive adoption and train surgeons for utilization.

• Ability to manage large pipeline, territory of surgeon targets.

• Become subject matter expert with the ability to adapt to new features/innovation.

• Help drive processes/approaches to improve internal team operations.

• Gather and funnel customer feedback to engineering to drive product improvement. Required Skills and Experience (Specific skills, knowledge, and experience that an individual must possess to successfully perform in job

• Minimum 2 years of experience in a business development role in the medical field

• Proven experience with cross-functional collaboration

• Demonstrated success with influencing customers and leadership via phone and video meeting

• Ability to communicate and present ideas clearly to internal teams and customer-facing stakeholders (surgeons, nurse managers, hospital C-suite leadership)

• Excellent communication skills, both written and verbal

• Carry self-directed approach to meet project/team goals with minimal supervision

• Ability to work independently remotely with some in person sales activities

• Self-led with ability to navigate complex sales scenarios

• Great time management and a detailed organization approach in a fast-paced environment

Required Education and Training (As applicable - Specific education and training that an individual must possess to successfully perform in job)

• Bachelor's degree or equivalent experience required

• Working Conditions (As applicable - Any physical requirements for the job. If not applicable, state “none”) None

• Comfortable working a flexible dynamic schedule

• Remote work but requires some field selling

• Able to travel up to 75%, some short notice travel required

• Able to enter surgical and other patient care areas

• Able to Lift 60 lbs.

Preferred Skills and Experience (As applicable - Specific skills, knowledge, and experience that are not required to perform the job, but are desirable to have)

• Understands the basics of HL7, PACS (picture archival and communications), DICOM, EPIC interfaces, etc.

• Experience working in hospital operating room environments preferred

• Experience in training physicians preferred

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