Capital sales manager - robotics

Position Title: Capital Sales Manager - Robotics

Department: Surgical Robotics

Reports to: Senior VP Surgical Robotics Europe

Territory: UK/France/Germany


Position Overview:


The Capital Sales Manager will drive sales of Laparoscopic Surgical Robotic Systems across the UK, France, and Germany. This role demands expertise in selling high-value capital equipment, requiring engagement with senior hospital stakeholders and achieving revenue targets efficiently.


Key Responsibilities:


- Identify customer needs and align them with Laparoscopic Surgical Robot solutions.

- Manage complex sales cycles within hospital systems.

- Navigate local healthcare systems for capital equipment investments.

- Develop, negotiate, and sell service contracts.

- Build advocacy for robotic surgery among key hospital stakeholders.

- Collaborate with leasing partners for tailored financing solutions.

- Achieve quarterly sales targets and key activity objectives.

- Drive procedural adoption and utilization growth.

- Foster high-level relationships with hospital leaders.

- Execute the sales process from prospecting to closure.

- Maintain knowledge of core operating room procedures.

- Deliver compelling business cases for system purchases.

- Resolve contractual issues during negotiations.

- Coordinate system installation and implementation with relevant teams.

- Submit compliant tender responses for robotic systems.

- Provide territory updates and strategic plans to senior leadership.

- Identify new opportunities for robotic technologies.

- Support and manage conferences and congresses.

- Manage Key Opinion Leaders to build market influence.

- Collaborate with local distributors for market penetration.


Qualifications & Skills:


- Minimum 5 years’ experience in surgical healthcare or capital medical equipment sales.

- Proven market launch and adoption experience.

- Strong understanding of European tendering and reimbursement processes.

- Comprehensive knowledge of the local medical device industry.

- Strong business acumen and financial literacy.

- Leadership skills with high-level stakeholder influence capability.

- Experience within a matrixed organizational structure.

- Excellent communication and negotiation skills.

- Fluency in English; proficiency in additional European languages is advantageous.

- Collaborative and cross-functional team player.

- Willingness to travel extensively (70%+).

- Commitment to ethical business practices.

- Valid driver’s license and passport.


Education:


- University degree required; MBA or financial qualifications are a plus.


Disclaimer:

The responsibilities and duties outlined are not exhaustive and may vary based on business needs.