Job Description
We are seeking a highly experienced and results-driven Senior Sales Executive with a strong background in In-Vitro Diagnostics (IVD), laboratory equipment, reagents, consumables, and healthcare technology sales.
The successful candidate will be responsible for driving revenue growth, expanding market share, managing key customer relationships, identifying new business opportunities, and achieving ambitious sales targets across hospitals, laboratories, diagnostic centers, research institutions, and healthcare organizations.
The ideal candidate must possess a proven history of successfully selling medical diagnostic products and healthcare equipment, developing strategic customer relationships, and consistently exceeding sales targets within the healthcare industry.
Key Responsibilities
Sales & Revenue Generation:
Drive sales of IVD equipment, laboratory analyzers, diagnostic reagents, consumables, and related healthcare solutions.
Develop and execute strategic sales plans to achieve and exceed monthly, quarterly, and annual sales targets.
Identify, qualify, and convert new business opportunities across public and private healthcare sectors.
Generate new leads through market intelligence, networking, referrals, conferences, exhibitions, and direct prospecting.
Manage the entire sales cycle from lead generation to contract negotiation and deal closure.
Prepare and submit competitive quotations, tenders, and proposals.
Key Account Management:
Build and maintain strong relationships with laboratory managers, pathologists, procurement officers, biomedical engineers, hospital administrators, and decision-makers.
Manage and grow existing customer accounts while identifying opportunities for cross-selling and upselling.
Ensure high levels of customer satisfaction and retention.
Conduct regular customer visits and follow-up activities.
Market Development:
Monitor industry trends, competitor activities, pricing strategies, and emerging technologies.
Identify new market segments and business opportunities.
Participate in exhibitions, trade fairs, conferences, product launches, and professional meetings to promote company products and services.
Increase the company's visibility and market penetration within assigned territories.
Product Knowledge & Technical Support:
Maintain strong knowledge of IVD technologies, laboratory workflows, diagnostic equipment, and healthcare industry developments.
Deliver product demonstrations, presentations, and technical discussions to customers.
Work closely with service engineers and product specialists to ensure successful product installation and customer onboarding.
Reporting & Performance Management:
Maintain accurate sales pipeline records and customer data.
Prepare weekly and monthly sales reports, forecasts, and market intelligence reports.
Track sales activities and performance against agreed KPIs.
Provide management with actionable insights on market opportunities and customer needs.
Compliance & Professional Standards:
Ensure all sales activities comply with company policies and ethical business practices.
Maintain professionalism and integrity in all customer engagements.
Adhere to healthcare industry regulations and procurement requirements.
Key Performance Indicators (KPIs)
Monthly, quarterly, and annual sales target achievement.
Revenue generated.
Gross profit contribution.
Number of new customer accounts acquired.
Lead-to-sales conversion rate.
Customer retention rate.
Growth in assigned territory.
Number of customer visits and presentations completed.
Tender and proposal success rate.
Market share expansion.
Educational Qualification
Bachelor's Degree in Medical Laboratory Science, Microbiology, Biochemistry, Biomedical Engineering, Marketing, Business Administration, Biological Sciences, or a related discipline.
Relevant sales certifications or professional training in healthcare sales will be an added advantage.
Experience Requirements
Candidates should have 3 - 4 years proven experience in healthcare equipment, laboratory diagnostics, or IVD sales.
Strong experience selling laboratory analyzers, diagnostic reagents, consumables, and medical equipment.
Demonstrated track record of consistently achieving or exceeding sales targets.
Experience managing key accounts within hospitals, laboratories, diagnostic centers, and healthcare institutions.
Experience with government, private sector, and institutional healthcare procurement processes is highly desirable.
Required Competencies:
Technical Competencies:
Strong understanding of IVD products and laboratory diagnostic solutions.
Knowledge of healthcare procurement and tendering processes.
Sales forecasting and pipeline management.
Market analysis and business development.
CRM software proficiency.
Microsoft Office Suite proficiency.
Behavioral Competencies:
Strong negotiation and closing skills.
Excellent communication and presentation skills.
Relationship management and networking abilities.
Self-motivated and target-driven.
Strategic thinking and problem-solving skills.
High level of professionalism and integrity.
Ability to work independently with minimal supervision.