Medical Devices Sales Representative

Job Title: Medical Devices Sales Representative
Industry: Orthopedic & Physiotherapy Products

Job Summary
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
1. 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.

2. 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.

4. 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.

5. 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.

6. 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.

7. 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.

8. 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

9. 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.
10. Timely collections
11. Ensure data accuracy and update in CRM system

RequirementsQualifications 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.

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