Territory-Area Sales Manager/Regional Product Specialist

Role & responsibilities

• Maintain and regularly update a Comprehensive Market List (CML) with a minimum of 120 potential customers, primarily including pathologists (Immunohistopathologists, Cytopathologists), immunohistotechnicians, lab managers, and other decision-makers across corporate hospitals, private laboratories, government medical institutions, research centres, and trade setups.
• Continuously work towards converting new customers to adopt and use BioGenexs product range each month.
• Identify and include pathologists in the CML who are receptive to new technologies and have the potential to serve as Key Opinion Leaders (KOLs) for IHC/FISH staining systems.
• Select at least one high-potential customer to be groomed as a KOL based on the following criteria:
• Strong academic background
• Influential within the medical community
• Experienced user of BioGenex products
• Effective communication and presentation skills
• Implement the call-looping approach, where each customer interaction builds on the previous onee.g., revisiting earlier discussions or addressing past queries to maintain continuity and deepen engagement.
• Submit weekly reports summarizing major discussion points, customer feedback, unresolved queries, and requests for joint visits or support.
• Conduct customer potential mapping daily or weekly to evaluate the impact of visits and track IHC/FISH test volumes at each lab.
• Collect regular feedback (daily/weekly/fortnightly) from users in hospital IHC/FISH labs, including technicians, managers, and doctors.
• Maintain direct contact with key operational personnel such as lab managers, store-in-charges, and purchase officers to ensure timely response to needs such as sample requests or training for IHC lab setup.
• Record and immediately escalate any customer complaints or product performance issues to the reporting manager, Sales Manager, or Application Service Head with complete details.
• Actively promote awareness of automated staining solutions (IHC/ISH/FISH) through initiatives like round-table meetings, hands-on training sessions, and in-lab workshops—conduct at least one IHC workshop per quarter for new potential customers, with advance coordination with the Application Support Team.
• Work with channel partners to optimize territory-wise and customer-wise distribution, avoiding overlap and ensuring healthy sales competition.
• Maintain a personal customer prospect list aligned with channel partners’ plans and proactively seek joint visits with senior managers where impactful.

Regularly update the customer database by adding new business prospects and capturing relevant contact and business information

Preferred candidate profile

Education:

• Undergraduate: Bachelor’s degree in Science or a relevant specialization.
• Postgraduate: MBA in Sales & Marketing is preferred but not mandatory.

Qualifications:

• Strong analytical skills with a demonstrated ability to make data-driven decisions.
• Excellent verbal and written communication abilities.
• Proficient in analysing financial and sales data to derive actionable insights.
• Proven experience in sales or business development within the medical or in vitro diagnostics (IVD) industry.
• Prior exposure to molecular diagnostics or related product lines is an added advantage.