Sales Representatives
full-time
Job Summary
We are seeking two proactive, results-driven, and customer-focused Sales Representatives / Territory Developers to drive sales growth and expand our market presence through the development of new business accounts and the management of existing customers.
The successful candidates will be responsible for identifying, prospecting, and developing business opportunities across pharmacies, hospitals, physiotherapy clinics, rehabilitation centres, and other relevant healthcare institutions.
The role requires individuals with proven experience in medical equipment, medical devices, pharmaceutical products, or other healthcare-related product sales, with a strong ability to build professional relationships, demonstrate products, negotiate sales, and convert leads into long-term customers.
The ideal candidates should have a strong commercial mindset, excellent communication and negotiation skills, and a proven track record of acquiring new accounts and achieving sales targets.
They should be comfortable conducting field visits, delivering product demonstrations, coordinating product activations, following up on orders and payments, and maintaining accurate customer and sales records. Candidates with a background in physiotherapy, clinical practice, rehabilitation, or medical equipment sales will have a distinct advantage.
Key Responsibilities
Business Development and New Account Acquisition
Identify, prospect, and develop new business opportunities within assigned territories.
Establish and grow relationships with pharmacies, hospitals, physiotherapy clinics, rehabilitation centres, medical practices, and other relevant healthcare providers.
Proactively identify decision-makers, including hospital administrators, procurement officers, pharmacists, physiotherapists, clinicians, and business owners.
Conduct cold calls, field prospecting, scheduled visits, referrals, and other business development activities to generate qualified leads.
Present the company's products and value proposition to prospective customers and convert prospects into active accounts.
Develop and implement territory-specific sales plans to achieve customer acquisition, revenue, and market penetration targets.
Maintain a healthy pipeline of prospective customers and consistently follow up on leads until conversion.
Identify opportunities to introduce new products to existing customers and expand account value.
Monitor competitor activities, pricing, customer preferences, and market trends to identify opportunities for business growth.
Medical Equipment and Healthcare Product Sales
Promote and sell medical equipment, rehabilitation products, physiotherapy equipment, medical devices, and other assigned healthcare products.
Understand product features, specifications, benefits, applications, and competitive advantages to communicate value effectively to customers.
Assess customer requirements and recommend appropriate products based on their operational, clinical, or business needs.
Conduct professional product presentations and demonstrations for healthcare professionals, procurement teams, and other relevant stakeholders.
Explain product usage, functionality, maintenance requirements, and relevant safety considerations within the scope of product training and authorization.
Coordinate product trials, demonstrations, and evaluations where applicable.
Work with technical, clinical, or service teams to address product-related questions and support customer requirements.
Ensure that all product information and sales representations are accurate and consistent with approved product claims and applicable requirements.
Account Management and Customer Relationship Development
Build and maintain strong, long-term relationships with existing customers to encourage repeat business and customer loyalty.
Conduct regular customer visits to assess satisfaction, identify additional needs, and generate repeat orders.
Maintain an up-to-date database of customer contacts, purchasing patterns, product preferences, and business opportunities.
Identify cross-selling and upselling opportunities across the company's product portfolio.
Respond promptly to customer enquiries, complaints, and requests for quotations or product information.
Coordinate with internal teams to ensure timely order processing, delivery, installation, training, or after-sales support, where applicable.
Maintain regular communication with key accounts and develop account plans for high-potential customers.
Product Demonstrations, Activations, and Market Development
Plan and execute product demonstrations, promotional campaigns, customer education sessions, and product activations.
Organize demonstrations at hospitals, pharmacies, physiotherapy clinics, rehabilitation centres, and other relevant facilities.
Support product launches, trade exhibitions, healthcare events, professional forums, and other marketing initiatives.
Identify suitable opportunities to increase product visibility and awareness among healthcare professionals and institutional buyers.
Gather customer feedback during demonstrations and activations and communicate insights to the sales and marketing teams.
Track leads generated from activations and ensure timely follow-up and conversion into sales.
Sales Target Achievement and Territory Management
Work towards achieving monthly, quarterly, and annual sales targets.
Develop and maintain an effective territory coverage plan, ensuring consistent engagement with existing and prospective accounts.
Prioritize high-potential customers and sales opportunities to maximize revenue and territory growth.
Prepare sales forecasts and provide regular updates on pipeline value, expected orders, and potential challenges.
Monitor sales performance against targets and take corrective action where necessary.
Identify opportunities to improve market share, customer coverage, product penetration, and revenue generation within the assigned territory.
Order Processing, Collections, and Payment Follow-Up
Prepare and submit quotations, proposals, order requests, and other sales documentation in accordance with company procedures.
Follow up on customer orders to support timely processing, fulfilment, and delivery.
Coordinate with finance, stores, logistics, and other relevant departments to resolve order-related issues.
Monitor outstanding customer invoices and proactively follow up on payments in line with agreed credit terms and company policies.
Support the collection of overdue accounts and promptly escalate payment delays or credit concerns.
Maintain accurate records of orders, invoices, customer commitments, and collection follow-ups.
Balance sales growth with responsible credit management and customer relationship preservation.
CRM Management, Reporting, and Administration
Record all customer visits, calls, meetings, demonstrations, leads, opportunities, and follow-up actions in the company's CRM system.
Maintain accurate and up-to-date customer and prospect information.
Submit weekly sales reports covering customer visits, new leads, accounts opened, sales achieved, pending orders, collections, and pipeline opportunities.
Prepare regular territory performance updates, sales forecasts, and competitor intelligence reports.
Maintain a clear schedule of planned customer visits and ensure that follow-up commitments are completed on time.
Ensure sales activities and documentation comply with company policies and reporting requirements.
Provide accurate information to management to support sales planning, forecasting, and decision-making.
Qualifications and Experience
Minimum Requirements
A diploma or degree in Sales and Marketing, Business Administration, Medical Sales, Biomedical Engineering, Clinical Medicine, Physiotherapy, Pharmacy, or another relevant field.
At least two (2) years of demonstrable experience in medical equipment, medical devices, pharmaceutical products, healthcare supplies, or related B2B sales.
A proven track record of acquiring new customers and converting prospects into active revenue-generating accounts.
Demonstrated experience selling medical equipment or healthcare products to hospitals, pharmacies, clinics, rehabilitation centres, or other institutional customers.
A valid driving licence and willingness to travel regularly within the assigned territory.
Strong communication, presentation, negotiation, and relationship-management skills.
Proficiency in Microsoft Office and the ability to maintain accurate CRM records and sales reports.
Ability to work independently, manage a field-sales schedule, and consistently meet sales targets.
Preferred Qualifications and Experience
Previous experience selling physiotherapy, rehabilitation, orthopaedic, diagnostic, hospital, or other medical equipment.
A background in physiotherapy, clinical practice, biomedical technology, rehabilitation, or another healthcare-related discipline.
Existing professional relationships with healthcare providers, procurement teams, hospital administrators, pharmacists, or physiotherapy practitioners.
Experience conducting product demonstrations, equipment trials, clinical product presentations, or healthcare-sector activations.
Experience managing institutional accounts, negotiating commercial terms, and following up on customer collections.
Familiarity with CRM platforms, sales pipeline management, and territory planning.