Commercial Distribution Manager

Intuitive Surgical; Rio de Janeiro; On-site; BRL 360,000 - 660,000; Full time

Job summary

Intuitive Surgical in Rio de Janeiro, Brazil is seeking a Commercial Distribution Manager to establish and grow the distributor network for the Brazil region. You will lead clinical and commercial training, drive capital sales, and coordinate regional strategies to expand da Vinci adoption over 3–5 years.

The role requires leadership, clinical understanding, and strong stakeholder collaboration with distributor principals and ISI leadership.

Qualifications

• Bachelor’s degree in business or medical field required; advanced degree preferred.
• 6+ years in Direct/Distribution Sales in medical devices or related field.
• Fluency in English, Portuguese, and Spanish is expected; willingness to travel.
• Strong leadership, strategic thinking and cross-functional collaboration.

Responsibilities

• Establish and develop the distributor network for Brazil.
• Teach distributor about clinical business, procedures and capital sales.
• Lead annual business planning and quarterly reviews with distributor.
• Organize surgeon training and regional adoption strategy for da Vinci.
• Coordinate with multiple IS stakeholders and distributors to optimize resources.
• Develop national/regional KOLs, reference sites, and symposium presence.
• Ensure timely expense reporting and ethical business conduct.

Skills

Distributor management

Sales leadership

Market analysis

Cross-functional collaboration

Strategic planning

Communication skills

Education

Bachelor’s degree in business or medical field

Advanced degree preferred

Job description

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.

Job Description

Primary Function of Position:
The Commercial Distribution Manager for Brazil is responsible for establishing, developing and
supporting the assigned Distributor. This involves becoming an expert in ISI commercial
operations, sales processes, use of surgical robotics and building high-performing teams that
establish mutually beneficial distributor relationships. The position requires a number of
capabilities including leadership competencies, clinical competencies, and a broad network
within the surgical space, with commercial acumen. She/He is expected to provide an
extraordinary degree of communication, collaboration and information gathering while
recommending solutions to Distributor Principals and ISI Leadership team.

Roles and Responsibilities

• Conduct proper due diligence on the current distributor and provide an executive summary.
• Teach distributor all aspects of clinical business, procedures and capital sales process.
• Assist distributor in developing their business plans, including quarterly system and procedure targets to achieve or exceed their goals.
• Organize annual business planning meetings and quarterly business reviews with the distributor along with the appropriate planning and follow up communication.
• Organize and coordinate surgeon training activities utilizing the Technical Training Pathway (TTP).
• Develop/align on regional strategy to support the adoption of da Vinci surgery over 3-5 years with the Distributor.
• Conduct regular “field visits” in coordination with distributor representatives to understand market dynamics, provide coaching and bring value to customers to support the adoption of da Vinci surgery.
• Provide distributor’ representatives with new and existing product information and assist them during initial launch and utilization of new products.
• Coordinate with multiple IS stakeholders (Customer Training, Sales Training, Regulatory, etc.) and distributors to maximize resource utilization, drive efficiency, continuously improve process.
• Assist distributor personnel with their operational activities including best practices with procedure coverage at hospitals, weekly reporting accuracy, capital sales and weekly forecasting.
• Develop National and Regional Key Opinion Leaders (KOL’s), reference sites and epicenters.
• Review and propose Intuitive Surgical presence in national congresses and symposiums.
• Timely expense reporting with an unwavering ethical business attitude.
• Perform due diligence on the distributor ability to support Intuitive Surgical customers’ needs based on distributor agreement terms and conditions.

Qualifications

• Bachelor’s degree in business or medical related field required, advanced degree strongly preferred.
• 6+ years of experience in Direct Sales, Distribution Sales or related positions in the medical device industry.
• Demonstrated success in leveraging a thorough understanding of market, trends, technology, and opportunities in the geographical region to develop successful distribution commercial plans.
• Strong leadership skills with deep business acumen in surgical robotics or related industry.
• Self-starter with genuine ability to develop strong partnerships.
• Strong team player and record of accomplishment in working collaboratively with multiple stakeholders.
• Goes above and beyond and continuously finds new ways to deliver value.
• Unwavering, natural business ethics.
• Strong ability to visualize, articulate, and solve complex problems and concepts, interpret large quantities of detailed data, and make decisions or recommendations based on the available information.
• Deep understanding of the culture, customs, and traditions of the countries under responsibility.
• Ability to travel extensively.
• Language: English fluent, Portuguese fluent, Spanish fluent.
• Location: Rio de Janeiro, Brazil preferred.

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.

Shift: Day