Clinical Sales presents unique challenges thanks to the stringent medical regulations that require an in-depth knowledge of complex products.
Saurabh Shah, our next pathbreaker, works at Intuitive, a global technology leader in minimally invasive care and the pioneer of robotic-assisted surgery.
Saurabh talks to Shyam Krishnamurthy from The Interview Portal about his enriching experiences in the pharmaceutical and medical devices sector, and a significant shift to the field of robotics assisted surgery !
For students, the healthcare sector requires not only a solid foundation in STEM subjects but also strong communication and problem-solving skills !
Saurabh, Your background?
Growing up in Delhi provided me with a rich multicultural exposure that greatly influenced my thoughts and beliefs. My formative years were spent in one of West Delhi’s premier schools, Oxford & NDPS, where I not only received an excellent education but also had the opportunity to engage in extracurricular activities like basketball. Representing my school at the State and National levels in basketball instilled in me a strong sense of sportsmanship that continues to shape my approach to life. This diverse upbringing, coupled with experiences in both academics and sports, has played a pivotal role in shaping my character and outlook on the world.
What did you do for graduation/post graduation?
Completing both my Graduation and Post Graduation in Pharmaceutical Sciences from Rajasthan University of Health Sciences in Jaipur marked a significant milestone in my academic journey. Achieving the distinction of being the College Topper during my B. Pharm was a testament to my dedication and hard work in the field. Furthermore, being selected to represent India in a Student Exchange Program in Europe in 2010 was a remarkable opportunity, especially considering that I was the first student from Rajasthan state to receive this honor. This experience broadened my horizons, enriched my cultural understanding, and further fueled my passion for pharmaceutical sciences and global collaboration in healthcare.
What were some of the drivers that influenced me to pursue such an offbeat, unconventional and uncommon career in Medical Sales?
Despite my childhood dream of serving the nation by joining the Indian Army through NDA, fate led me down a different path. Although I successfully cleared the written exams and was among the fittest contenders, my journey to the military was halted during the physical exam due to technical reasons. Undeterred by this setback, I pivoted towards a career in pharmacy, a field with which I had familial exposure, as my father was a distributor and wholesaler of pharmaceutical goods in Delhi. This serendipitous encounter with the pharmaceutical industry sparked my interest and ultimately shaped my career trajectory, leading me to pursue a profession where I could still contribute positively to society and healthcare, albeit in a different capacity.
How did you plan the steps to get into the career you wanted? Or how did you make a transition to a new career? Tell us about your career path
Becoming a tutor for my college juniors during my undergraduate years marked my initial foray into teaching, an experience that I found immensely gratifying. As my academic prowess became evident, I was entrusted with teaching classes for junior batches by my professors during my final year, a responsibility that I cherished and that nurtured my passion for training others. Encouraged by my professors, I aspired to pursue higher education in Pharmaceutical Sciences abroad, and I began preparing for exams like SAT and TOEFL during my B. Pharm 3rd year with the intention of pursuing MS and PhD in the USA. However, an unfortunate tragedy back home led me to reconsider my plans of studying abroad, prompting me to complete my master’s degree in Rajasthan instead. Despite this change in direction, my passion for education and training remained steadfast, shaping my future endeavors in the field of pharmacy.
During my time at Boehringer, I played a crucial role in educating doctors about the advantages of Pradaxa®, a cutting-edge oral anticoagulant. I organized scientific events to spread awareness among physicians about its clinical benefits. Additionally, I implemented strategies to enhance the brand’s visibility and ultimately drive sales. My focus extended to nurturing relationships with major corporate clients, ensuring their continued satisfaction and loyalty. Overall, my role involved bridging the gap between innovative medical solutions and the medical community to improve patient care.
During my stint at St. Jude’s Medical, I specialized in heart valves, where my responsibilities centered around advancing cardiac care through innovative valve technologies. My role involved collaborating with healthcare professionals to introduce and promote these life-saving devices. I engaged in clinical education programs, highlighting the efficacy and safety of our products to cardiologists and surgeons. Transitioning to Ethicon, a leader in surgical solutions, I focused on diverse medical devices, from sutures to advanced surgical instruments. Here, I honed my skills in market analysis and product positioning, tailoring strategies to meet the needs of surgeons and hospitals. Each company offered unique challenges and opportunities, enriching my experience in the medical industry.
How did you get your first break?
Obtaining my first job through a campus placement drive in an Indian pharmaceutical company as a Sales trainee was a pivotal moment in my career journey. Initially, I viewed it as an opportunity to explore and fund my higher studies. However, as I immersed myself in the role, I discovered a newfound passion for the commercial aspects of the pharmaceutical industry. The dynamic nature of the job, coupled with the opportunity to interact with diverse individuals on a daily basis, resonated with me deeply. From then on, I embraced this career path wholeheartedly, finding fulfillment in the mobility and the prospect of encountering new and interesting people each day. This experience solidified my commitment to the pharmaceutical sector, and I never looked back.
What were some of the challenges you faced? How did you address them?
Certainly! Sales in the medical field presents unique challenges due to stringent regulations and the need for in-depth knowledge of complex products. In pharmaceutical sales, navigating regulations such as FDA approvals and compliance requirements was paramount. Transitioning to medical devices required a deeper understanding of technical specifications and the ability to convey the clinical benefits effectively.
Moving into robotics-assisted surgery was a significant shift. It demanded a comprehensive understanding of both medical technology and surgical procedures. The complexity of robotic systems meant I had to become proficient in not only the technical aspects but also in understanding surgeons’ needs and preferences in the operating room.
Adaptability was crucial throughout these transitions. Each field required a different skill set and knowledge base. Flexibility in learning new industries, technologies, and regulations allowed me to thrive. It underscores the importance of continuous learning and being open to new challenges in a dynamic career landscape. These transitions taught me resilience, versatility, and the value of embracing change in pursuit of professional growth.
Where do you work now? What problems do you solve?
I work at Intuitive, which is a global technology leader in minimally invasive care and the pioneer of robotic-assisted surgery.
At Intuitive, we firmly believe that minimally invasive care is synonymous with life-enhancing care. With a commitment to innovation and intelligent technology, we empower physicians to heal without limitations. Our focus lies in expanding the potential of surgical procedures through the da Vinci Robotic platform. By providing comprehensive training, we ensure surgeons can utilize this cutting-edge technology optimally and safely for robotic-assisted surgeries. Through ingenuity and dedication, we strive to enhance patient outcomes, minimize risks, and revolutionize the landscape of healthcare. At Intuitive, our mission is to enable surgeons to deliver the highest standard of care, ultimately improving the quality of life for patients worldwide.
What skills are needed for the role? How did you acquire the skills?
At Intuitive, we highly value candidates who possess excellent interpersonal and communication skills, coupled with a strong understanding of the Operating Room (OR) environment. Effective communication is essential for collaborating with surgical teams, providing support to surgeons, and ensuring seamless integration of robotic-assisted surgery into the OR workflow. Candidates with the ability to communicate clearly and confidently can facilitate teamwork, address concerns, and foster positive relationships with healthcare professionals. Moreover, knowledge of the OR environment, including protocols, equipment, and surgical procedures, is crucial for effectively navigating the intricacies of surgical settings and providing optimal support during procedures. Candidates with these preferred skills are well-equipped to contribute to our mission of advancing minimally invasive care at Intuitive..
My prior work experience in renowned medical device companies such as Johnson & Johnson and Abbott provided me with invaluable opportunities to develop and hone my interpersonal, communication, and operating room environment knowledge skills. Working in these esteemed organizations equipped me with a deep understanding of the healthcare industry and the dynamics of surgical settings. Additionally, my journey with Intuitive has been further enriched by undergoing rigorous clinical and technical sales training at Sunnyvale, California. This comprehensive training program has equipped me with the expertise and confidence necessary to excel in my role as a clinical sales professional at Intuitive. With a solid foundation built on my previous experiences and enhanced by intensive training, I am fully prepared to embark on my clinical sales journey with Intuitive, dedicated to advancing minimally invasive care and transforming the future of surgery. acquired these skills through my prior work experience in Medical Device companies like Johnson & Johnson & Abbott. After joining intuitive I also underwent rigorous clinical & technical sales training at Sunnyvale, California before I can begin my clinical sales journey with Intuitive.
What’s a typical day like?
In my role as a consultant at Intuitive, my typical day is dynamic and multifaceted. A significant portion of my time is dedicated to engaging with hospital administrators, Chief Operating Officers (COOs), and surgeons to discuss how I can support them in establishing a Robotic-Assisted Surgery (RAS) program within their institutions. These interactions involve understanding their specific needs, challenges, and goals, and then providing tailored guidance and solutions to help them build a successful program. Additionally, I conduct training sessions for surgeons and other members of the care team, ensuring they have the necessary knowledge and skills to effectively utilize the da Vinci Robotic platform in their surgical procedures. These trainings are comprehensive and hands-on, designed to empower healthcare professionals to deliver optimal patient care through robotic-assisted surgery. Overall, my day revolves around collaboration, education, and support, all aimed at advancing minimally invasive care and enhancing patient outcomes.
What is it you love about this job?
Undoubtedly, the most rewarding aspect of my job at Intuitive is the profound satisfaction that comes from knowing I’ve contributed to improving a patient’s quality of life and overall well-being. Whether it’s through collaborating with hospital administrators and surgeons to establish robust robotic-assisted surgery programs or through training healthcare professionals to utilize cutting-edge technology effectively, every effort is ultimately geared towards enhancing patient outcomes. Witnessing the tangible impact of our work on patients, seeing them recover faster, experience less pain, and regain their health, is incredibly fulfilling. This sense of purpose drives me every day and reinforces my commitment to advancing minimally invasive care and making a meaningful difference in the lives of patients.
How does your work benefit society?
Indeed, studies consistently demonstrate that Robotic Assisted Surgeries (RAS) offer significant advantages in terms of patient quality of life compared to open or conventional surgeries. By providing surgeons with comprehensive technical training in robotic surgical techniques, we can optimize patient care and outcomes. Proper training ensures that surgeons can harness the full potential of robotic systems, leveraging their precision and minimally invasive capabilities to deliver superior surgical results. This investment in training not only enhances the surgeon’s skills but also maximizes the benefits of robotic technology, ultimately improving patient satisfaction, reducing complications, and advancing the standard of surgical care.
Tell us an example of a specific memorable work you did that is very close to you!
That moment when the surgeon I trained performed his first robotic-assisted surgery, and then came to express his gratitude by hugging me, is etched in my memory forever. His heartfelt acknowledgment, recognizing the impact of our collaboration in changing both his and his patient’s lives for the better, is incredibly humbling and deeply fulfilling. It’s moments like these that reaffirm the significance of our work at Intuitive, reminding me of the profound difference we can make in healthcare. Knowing that I played a part in empowering a surgeon to deliver superior care and positively impact patient outcomes fills me with immense pride and reinforces my dedication to advancing minimally invasive surgery.
Your advice to students based on your experience?
My advice to students considering a career in the medical device industry is to embrace the unique blend of innovation, compassion, and scientific rigor that defines this field. Pursue opportunities for hands-on experience, whether through internships, research projects, or involvement in student organizations. Cultivate a strong foundation in STEM subjects while also honing communication and problem-solving skills. Stay informed about the latest advancements and trends in healthcare technology. Most importantly, approach this career with a genuine desire to make a positive impact on patient care and outcomes. With dedication, curiosity, and a commitment to lifelong learning, a career in the medical device industry can be incredibly rewarding.
Future Plans?
My future goal is to transition into a people management role at Intuitive. I aim to develop leadership skills, understand company culture, and contribute to improving patient outcomes through innovative technology and compassionate care within the organization.