Sales Representative - Orthopedic & Physiotherapy Products

Job Title: Sales Representative - 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.
3.      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
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.