Job Description
Primary Function:
The Specialty Sales Manager plays a critical role in identifying, developing, and expanding adoption of da Vinci procedures in Benign General Surgery across North + East India. Partnering with Sales Leadership and teams in Clinical Sales, Capital Sales, Key Accounts, Marketing, Professional Education, Market Access, and other relevant functions, the SSM will develop specialty growth strategies, build surgeon and institutional champions, strengthen field competency, and support sustainable robotic surgery programs.
This is a senior, strategic field role focused on procedures that can drive future growth. It combines clinical selling, market development, surgeon pathway execution, customer value creation, and cross-functional program leadership. The SSM will work through the local commercial organization and directly engage priority customers where specialist expertise is required.
Roles and Responsibilities:
1. Expand da Vinci Specialty Procedure Utilization
• Develop and execute the India specialty strategy for Benign General Surgery, aligned with regional priorities and commercial objectives.
• Identify and prioritize procedure growth opportunities, including hernia repair, cholecystectomy, and other relevant benign general surgery procedures within the specialty.
• Apply established da Vinci adoption and procedure readiness methodologies in assigned specialties, territories, and target accounts.
• Analyze procedure, surgeon, account, and market trends to prioritize opportunities, address adoption barriers, and guide field execution.
• Partner with local Clinical Sales and Capital Sales teams to develop account-specific plans that increase utilization of installed systems and create future system opportunities.
• Lead strategic market development activities that build awareness, clinical confidence, and sustainable procedure adoption.
2. Convert High-Volume Laparoscopy Centers into da Vinci Programs
• Identify and prioritize high-volume laparoscopic centers in Benign General Surgery that have the clinical leadership, procedure volume, infrastructure, and strategic intent to build a robotic surgery program.
• Develop conversion strategies that articulate the clinical, operational, and economic value of da Vinci surgery to surgeons, hospital executives, and other decision-makers.
• Partner with Capital Sales, Clinical Sales, Key Accounts, and hospital stakeholders to help qualified high-volume laparoscopic centers procure a da Vinci system and establish a sustainable program.
• Support the complete program-building journey, including opportunity assessment, executive alignment, surgeon onboarding, care-team readiness, initial case-series support, patient pathway development, and post-launch growth planning.
3. Develop Surgeons, KOLs, and Centers of Excellence
• Identify and develop surgeon champions and Key Opinion Leaders for priority procedures in partnership with Marketing and Professional Education.
• Create development plans for high-potential surgeons from initial adoption through sustainable utilization, advanced procedure adoption, teaching capability, and peer influence.
• Collaborate cross-functionally to establish suitable case observation sites, proctors, training centers, and peer-learning platforms.
• Coordinate appropriate case observation, on-site support, simulation or laboratory learning, advanced training, and peer-to-peer education in accordance with approved processes.
• Bring relevant clinical and workflow value during the initial surgeon case series and support continuous improvement as experience develops.
• Develop and lead regional specialty education and market development programs that can scale adoption.
4. Build Clinical, Operational, and Economic Value
• Work with surgeon champions, care teams, and internal partners to identify and develop credible clinical, operational, and economic value evidence.
• Understand customer success measures within the operating room and across the patient pathway, and translate them into account-specific value discussions.
• Partner with relevant internal functions to develop value-focused steering committees, executive reviews, and customer action plans.
• Conduct hospital, department, and practice executive presentations that support informed decision-making and program expansion.
• Use approved evidence, customer data, and value tools responsibly and in accordance with company policy.
5. Elevate Specialty Sales Competency
• Coach, counsel, and train Clinical Sales representatives and managers on Benign General Surgery anatomy, procedure pathways, customer needs, clinical value, and consultative selling approaches.
• Provide field feedback that strengthens representatives’ ability to engage Benign General Surgery specialists and position applicable advanced technologies.
• Identify area-level capability gaps and coordinate competency-building programs with Clinical Sales Directors and other relevant leaders.
• Create practical field tools, talk tracks, account-planning guidance, and best-practice sharing to improve execution consistency.
• Model high-quality clinical selling and influence through joint field visits, customer engagements, and opportunity reviews.
6. Lead Cross-Functional Initiatives and Market Intelligence
• Serve as the market intelligence liaison for Sales, Marketing, Professional Education, and Training teams by providing timely insights on customers, competitors, procedure trends, adoption barriers, and unmet needs.
• Leverage specialty resources to support scalable launches of new procedures, products, advanced technologies, and customer programs.
• Align with Sales Leadership and Marketing on surgeon training resources, training effectiveness, procedure volume outcomes, and advanced technology adoption.
• Collaborate effectively in a complex matrix organization and influence decisions without direct authority.
• Responsibly manage company resources and budgets to support strategies with the strongest commercial and customer impact.
• Maintain accurate and timely documentation of plans, activities, opportunities, and outcomes in approved company systems.
Qualifications
Skills/Job Requirements:
• Minimum 8 years of relevant medical device, surgical, clinical sales, or healthcare market-development experience.
• Proven track record of individual sales excellence and successful introduction or adoption of new technologies.
• Strong clinical selling capability and the ability to build credibility with surgeons, hospital executives, and highly educated customer groups.
• Demonstrated ability to manage complexity, prioritize opportunities, and deliver results in an environment of change.
• Proven ability to influence peers and cross-functional stakeholders without direct authority.
• Effective communication and presentation skills across a broad organization and diverse customer audiences.
• Strong analytical and business acumen, with the ability to interpret market, procedure, surgeon, and account trends.
• Knowledge of the operating room environment and a solid clinical foundation to understand healthcare value.
• Ability and willingness to travel extensively across India, including overnight travel, based on business needs.
• Excellent written and verbal communication skills in English. Proficiency in one or more Indian languages is advantageous.
• Bachelor’s degree or equivalent qualification required.
• Relevant postgraduate qualification in business, healthcare, life sciences, or a related field is preferred.
Experience in minimally invasive surgery, robotic-assisted surgery, benign general surgery, hernia, cholecystectomy, or surgical capital equipment.
• Experience developing surgeon champions, KOLs, case observation sites, training programs, or centers of excellence.
• Experience building a new clinical market, converting established surgical practices, or launching a hospital program.
• Previous people-management experience or demonstrated readiness for broader leadership responsibility.
• Experience working with large hospital groups, academic institutions, or complex accounts in India.
Additional Information
Intuitive is an Equal Employment Opportunity Employer. We provide equal employment opportunities to all qualified applicants and employees, and prohibit discrimination and harassment of any type, without regard to race, sex, pregnancy, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, genetic information or any other status protected under federal, state, or local applicable laws.
We will consider for employment qualified applicants with arrest and conviction records in accordance with fair chance laws.
U.S. Export Controls Disclaimer: In accordance with the U.S. Export Administration Regulations (15 CFR §743.13(b)), some roles at Intuitive Surgical may be subject to U.S. export controls for prospective employees
who are nationals from countries currently on embargo or sanctions status.
Certain information you provide as part of the application will be used for purposes of determining whether Intuitive Surgical will need to (i) obtain an export license from the U.S. Government on your behalf (note: the government’s licensing process can take 3 to 6+ months) or (ii) implement a Technology Control Plan (“TCP”) (note: typically adds 2 weeks to the hiring process).
For any Intuitive role subject to export controls, final offers are contingent upon obtaining an approved export license and/or an executed TCP prior to the prospective employee’s
start date, which may or may not be flexible, and within a timeframe that does not unreasonably impede the hiring need. If applicable, candidates will be notified and instructed on any requirements for these purposes.
This position may be filled at a different job level than listed here depending on
business need and/or on the selected candidate’s experience, knowledge and skills.
Compensation will be based primarily on the job level at which the role is filled and the
candidate’s qualifications, consistent with applicable law.
Company Description
It started with a simple idea: what if surgery could be less invasive and recovery less painful? Nearly 30 years later, that question still fuels everything we do at Intuitive. As a global leader in robotic-assisted surgery and minimally invasive care, our technologies—like the da Vinci surgical system and Ion—have transformed how care is delivered for millions of patients worldwide.
We’re a team of engineers, clinicians, and innovators united by one purpose: to make surgery smarter, safer, and more human. Every day, our work helps care teams perform with greater precision and patients recover faster, improving outcomes around the world.
The problems we solve demand creativity, rigor, and collaboration. The work is challenging, but deeply meaningful—because every improvement we make has the potential to change a life.
If you’re ready to contribute to something bigger than yourself and help transform the future of healthcare, you’ll find your purpose here.
