Key Accounts Manager - National IDN

Intuitive; Bengaluru; On-site; INR 5,000,000 - 7,000,000; Full time

Job summary

Intuitive India is seeking a seasoned da Vinci Key Accounts Manager to drive strategic growth of the da Vinci Surgical System across major IDNs in India. You will partner with hospital leadership, clinicians and procurement to advance adoption, deliver value-based engagement, and build long-term program success.

The role requires deep robotics expertise, strong solution-selling, and the ability to navigate complex healthcare ecosystems while achieving commercial objectives and expanding access

Responsibilities

• Manage the complex sales process of the da Vinci™ Surgical System and strengthen partnerships with national IDNs
• Work closely with Area sales managers for demand generation within IDN network, help build clinical and executive advocacy for Intuitive ecosystem with-in the IDN network
• Collaborate with Clinical teams at Intuitive to support long-term business growth, strengthen the clinical sales process, and expand surgeon training and access to increase IDN-level utilization
• Partner with da Vinci Area Sales Director to develop an end-to-end sales process for Intuitive’s Key Accounts business to increase penetration and adoption within existing IDN customers
• Lead Intuitive India’s charter for building C-suite engagement with corporate offices of various National IDNs and strategize long-term partnerships to successfully scale robotics programs.
• Develop initial engagement with CXOs and senior hospital administrators, and lead stakeholder management for Intuitive India’s capital business
• Partner with commercial Solutions teams to implement localized and alternative financing solutions to expand access to robotic technology
• Develop MoUs and strategic programs that align Intuitive’s technology across the education, research, and clinical care ecosystem to drive RAS adoption.
• Establish the clinical, economic and ecosystem value of the Intuitive ecosystem within each IDN by working closely with cross-functional teams
• Lead complex negotiations for group contracts and multi-system deals
• Achieve annual sales targets, procedure targets, and strategic business goals

Job description

Job Description

Primary Function of Position
A da Vinci Key Accounts Manager is responsible for driving strategic growth of the da Vinci™ Surgical System within key Integrated Delivery Networks (IDNs) across India. The role demands deep expertise in robotic-assisted surgery, the ability to build strong multi-level clinical and administrative advocacy within hospitals, advanced solution-selling capabilities, and the resilience to consistently achieve commercial objectives in a highly complex healthcare environment.

The KAM partners closely with hospital leadership, clinicians, and procurement stakeholders throughout the capital acquisition journey and beyond, delivering a high level of strategic insight, market intelligence, and value-based engagement. Beyond driving system adoption, the role is focused on enabling long-term program success by implementing strategic account initiatives that enhance robotic surgery excellence, strengthen customer partnerships, improve service delivery outcomes, and effectively navigate competitive dynamics.

Essential Job Duties

• Manage the complex sales process of the da Vinci™ Surgical System and strengthen partnerships with national IDNs
• Work closely with Area sales managers for demand generation with-in IDN network, help build clinical and executive advocacy for Intuitive ecosystem with-in the IDN network
• Collaborate with Clinical teams at Intuitive to support long-term business growth, strengthen the clinical sales process, and expand surgeon training and access to increase IDN-level utilization
• Partner with da Vinci Area Sales Director to develop an end-to-end sales process for Intuitive’s Key Accounts business to increase penetration and adoption within existing IDN customers
• Lead Intuitive India’s charter for building C-suite engagement with corporate offices of various National IDNs and strategize long-term partnerships to successfully scale robotics programs.
• Develop initial engagement with CXOs and senior hospital administrators, and lead stakeholder management for Intuitive India’s capital business
• Partner with commercial Solutions teams to implement localized and alternative financing solutions to expand access to robotic technology
• Develop MoUs and strategic programs that align Intuitive’s technology across the education, research, and clinical care ecosystem to drive RAS adoption.
• Establish the clinical, economic and ecosystem value of the Intuitive ecosystem within each IDN by working closely with cross-functional teams
• Lead complex negotiations for group contracts and multi-system deals
• Achieve annual sales targets, procedure targets, and strategic business goals