Commercial Distribution Manager.

Accountabilities

• Conduct due diligence on the assigned distributor, assess its capabilities, and prepare executive summaries outlining findings and recommendations.

• Build the distributor’s understanding of clinical business operations, surgical procedures, and capital equipment sales processes.

• Support the development of distributor business plans, including quarterly system and procedure targets designed to achieve or exceed commercial objectives.

• Organize annual business planning meetings and quarterly business reviews, ensuring appropriate preparation, follow-up, and communication.

• Develop and align on regional strategies to support the adoption of robotic-assisted surgery over a three-to-five-year horizon.

• Coordinate surgeon training activities using the Technical Training Pathway (TTP).

• Conduct regular field visits alongside distributor representatives to understand market dynamics, coach commercial teams, and support customer engagement and adoption.

• Provide distributor representatives with information about new and existing products, supporting initial launches and ongoing product utilization.

• Collaborate with internal stakeholders, including Customer Training, Sales Training, and Regulatory teams, to optimize resources, improve efficiency, and strengthen operational processes.

• Support distributor personnel in operational activities, including hospital procedure coverage best practices, weekly reporting accuracy, capital sales activities, and forecasting.

• Develop national and regional key opinion leader (KOL) relationships, reference sites, and centers of excellence.

• Evaluate and recommend the organization's participation in national congresses, conferences, and symposia.

• Maintain timely and accurate expense reporting while consistently demonstrating sound business ethics.

• Assess the distributor’s ability to meet customer support obligations in accordance with the terms and conditions of the distribution agreement.

• Communicate market insights, business opportunities, challenges, and recommendations to distributor principals and internal leadership.

Requirements:

• Bachelor's degree in Business, a medical-related field, or a comparable discipline; an advanced degree is strongly preferred.

• At least 6 years of experience in direct sales, distribution sales, or a related commercial role within the medical device industry.

• Demonstrated success using market knowledge, industry trends, technology developments, and regional opportunities to build effective commercial and distribution strategies.

• Strong leadership capabilities and business acumen, ideally with experience in surgical robotics or a related medical technology sector.

• Ability to establish and develop productive, long-term partnerships with distributors and other key stakeholders.

• Proven ability to collaborate across functions and work effectively with diverse internal and external teams.

• Proactive, results-oriented approach, with a commitment to continuously identifying opportunities to improve performance and deliver value.

• Strong ethical standards and sound business judgment.

• Excellent analytical and problem-solving skills, including the ability to interpret complex information, assess large volumes of detailed data, and make well-supported decisions and recommendations.

• Deep understanding of the culture, customs, and business practices of the countries within the assigned region.

• Fluency in Portuguese, English, and Spanish.

• Willingness and ability to travel extensively.

• Location in Rio de Janeiro, Brazil, is preferred.

Benefits:

• Opportunity to contribute to the growth and adoption of advanced robotic-assisted surgical technologies.

• Exposure to strategic commercial leadership, distributor development, and the medical device industry.

• Opportunity to collaborate with surgeons, healthcare institutions, commercial partners, and cross-functional international teams.

• Potential to contribute to meaningful advances in minimally invasive care and patient outcomes.

• Compensation determined according to the final job level, the selected candidate’s qualifications, experience, knowledge, and skills, in accordance with applicable law.