We are seeking an experienced and results-driven Sales representative to develop and execute comprehensive sales strategies that drive revenue and market share. This role requires a blend of strategic thinking, creative planning, and hands-on sales execution. The ideal candidate should be passionate about sales, highly knowledgeable about modern sales techniques, and possess excellent communication and interpersonal skills.
Key responsibilities
Planning and competition mapping
Manage and expand accounts within the assigned geographical area.
Prepare and implement strategic account plans for key customers.
Identify key target accounts across Pharmacies, hospitals, clinics, and physiotherapy centers.
Monitor market activities and report on competitor products, pricing, and marketing tactics.
Identify gaps in current market coverage and create plans to address them.
Revenue Maximization
Focus on upselling and cross-selling across the existing customer base.
Identify high-potential products and prioritize them in sales efforts.
Track monthly and quarterly targets closely; realign strategies where needed.
Increase customer penetration - horizontal and vertical - increase the number of customers and the SKUs being bought.
Horizontal Penetration: Expand customer base by onboarding new hospitals, clinics, and physiotherapists.
Vertical Penetration: Increase the range (SKUs) of products purchased by each existing customer.
Ensure Active customers
Monitor customer engagement levels regularly through sales frequency and volume.
Re-engage inactive or low-engagement customers with customized offers or training.
Build loyalty through consistent service and post-sales support.
Training conducting CMEs
Plan, coordinate, and execute CME programs in collaboration with healthcare professionals and institutions.
Invite and liaise with key opinion leaders (KOLs), specialists, and consultants to serve as speakers or facilitators.
Deliver in-depth training sessions to healthcare providers on the correct usage, handling, and benefits of orthopedic and rehabilitation products.
Train staff on product knowledge and clinical applications.
Update internal teams regularly on new product launches.
Share learnings and best practices gathered from field interactions and CME programs.
New product awareness
Plan product demos, workshops, and clinical trials to introduce new products.
Educate customers on the benefits, indications, and usage of new offerings.
Collect feedback from early adopters and communicate to internal teams.
Client acquisition, retention and management
Identify and research potential clients
Attend CMEs, network with medical professionals, and cold call or email prospects.
Present and demonstrate orthopedic and rehabilitation products to key decision-makers.
Handle pricing discussions, discounts, and contract terms professionally to close deals.
Update clients on new product launches, upgrades, and clinical use cases.
Regularly gather feedback on product performance and customer satisfaction.
Serve as the primary point of contact for assigned key accounts.
Develop trust and rapport with doctors, procurement officers, and clinic administrators.
Market knowledge on new hospitals/physios/clinics
Maintain an active pipeline of upcoming healthcare centers and practitioners in the region.
Leverage local networks, trade associations, and market surveys to identify prospects.
Map influencers and decision-makers in new facilities
Increase recommendations by doctors
Build strong relationships with orthopedic surgeons, physiotherapists, and rehab specialists.
Provide clinical evidence, case studies, and success stories to gain trust.
Offer support for trials and in-hospital product evaluations.
Timely collections
Ensure data accuracy and update in CRM system
Qualifications and Experience
Min qualifications: Diploma or Bachelor's degree in Business, Marketing, Sales, Health -related field such as Physiotherapy and Orthopedics.
Experience Level: 3 years and above
In-depth knowledge of the pharmaceutical and healthcare market, products, and emerging trends in East Africa.