Specialty Sales Manager, Benign GYN at Intuitive in Delhi, INDIA, India

Job description

• The Specialty Sales Manager plays a critical role in identifying, developing, and expanding adoption of da Vinci procedures in Benign Gynecology 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.

Responsibilities

• • Develop and execute the India specialty strategy for Benign Gynecology, aligned with regional priorities and commercial objectives.
• • Identify and prioritize procedure growth opportunities, including benign hysterectomy, endometriosis, myomectomy, ovarian cystectomy, and other relevant 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.
• • Identify and prioritize high-volume laparoscopic centers in Benign Gynecology 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, 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.
• • 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, mentor sites, 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.
• • 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.
• • Coach, counsel, and train Clinical Sales representatives and managers on Benign Gynecology anatomy, procedure pathways, customer needs, clinical value, and consultative selling approaches.
• • Provide field feedback that strengthens representatives’ ability to engage Benign Gynecology 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.
• • 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.

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 gynecology, hysterectomy, endometriosis, myomectomy, 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.

Skills

Required

• Strong clinical selling capability
• Strong analytical and business acumen