Commercial Excellence Director

Job Description

Primary Function of Position:

The Commercial Excellence Director is a senior leadership role and member of the regional Leadership Team, responsible for driving rigor and standardization across core sales processes to improve execution and sustain growth. The role elevates sales and capital discipline by embedding best practices, strengthening capabilities, and closing critical gaps, while enabling frontline leaders and influencing cross‑functional stakeholders to translate strategy into consistent field execution.

• Drive commercial rigor and standardization of core sales processes (pipeline management, account targeting, capital and clinical sales pathways, sustainable procedure growth) to improve execution consistency
• Elevate sales fundamentals across all sales roles (clinical and capital) by teaching and embedding best practices. Teach and measure region‑wide competency and efficiency by role to ensure fundamental sales skills are scaled across the region.
• Strengthen capital sales discipline by improving qualification of opportunities, contracting readiness, negotiation strategies, and executive‑level communication in customer interactions.
• Identify and prioritize key commercial capability gaps, deploy plans to address and engaging targeted interventions (training, coaching, field enablement) toward measurable business impact.
• Increase frontline leadership effectiveness by enabling Directors to reinforce process discipline, coach teams in the field, and sustain high‑performance behaviours.
• Influence cross‑functional and clinical stakeholders to expand capital opportunities, strengthen clinical engagement, and develop reference centres and KOLs.
• Translate regional strategy into capital and clinical tactics, ensuring that overarching intent is followed by clear guidelines that are adopted by the field.

Required Knowledge, Skills, and

Experience:

• Demonstrated ability to maximise sales teams in the marketplace
• Minimum 7 years’ experience of well‑rounded sales management experiences in positions of increasing responsibility, with a focus on rapidly developing new markets and teams.
• Demonstrated ability to execute, teach and transfer skills for capital, clinical and sales processes.
• Translating clinical, economic and strategic value propositions into useful formats for various customer segments/stakeholders, departments and sales teams
• Combined capital and clinical sales experience
• Demonstrated collaboration and results through multiple departments and organisational levels
• Developed and executed surgeon and executive KOL and Society strategies based on identified value
• Developed and executed programmes designed to drive both a capital and procedural/product‑level sale across customer segments/stakeholders
• Developed and executed market education programmes that were implemented through hospitals to target patients, physicians and surgeons
• Demonstrated ability to develop the pathway to achieve through an organisation, project manage through execution and measure ultimate results
• Understanding of, or ability to quickly evaluate, local market demands and pricing requirements to provide insights to up‑stream marketing
• Fluent in English
• Ability to travel up to 75% with the potential of international.

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, colour, 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…