Sales Specialist

Position Overview

We are seeking a dynamic and results-driven Sales Specialist to join our team, responsible for driving sustainable revenue growth in clinical accessories and consumables within a designated territory. This role will focus on managing key hospital accounts, converting the installed base into recurring sales, protecting market share, and displacing competitors. The ideal candidate will be adept at achieving revenue and forecast targets while maintaining strong customer relationships, ensuring seamless supply-chain coordination, and upholding CRM discipline across the assigned region.

Key Responsibilities

The Sales Specialist will play a pivotal role in the following areas:

• Revenue Growth and Forecasting: Develop and execute the annual clinical accessories revenue plan for the assigned territory, ensuring monthly forecast accuracy and quarterly landing to meet business objectives.
• Installed Base Conversion: Transform the existing installed base into recurring consumables revenue while safeguarding it against third-party and compatible-brand substitution through strategic engagement and value proposition.
• Account Management: Handle high-frequency, high-volume transactions, including framework agreements, call-off orders, consignment, and stock-rotation arrangements with hospital stores and purchasing departments.
• Stakeholder Engagement: Collaborate daily with key stakeholders such as purchasing managers, biomedical engineering teams, materials management, nursing supervisors, and end users in ICU, OR, and ER departments to ensure seamless operations and customer satisfaction.
• Supply Chain Coordination: Work closely with the supply chain team to manage lead times, address back-orders, and monitor shelf-life to maintain fill rates within target thresholds.
• Competitive Displacement: Drive market share growth by leveraging clinical value, compatibility, and total cost of ownership arguments to position our offerings favorably against competitors.
• CRM and Documentation: Maintain rigorous CRM discipline, ensuring accurate tender and pricing documentation to support business operations and compliance.

Qualifications and Experience

To excel in this role, candidates must meet the following requirements:

• Education: Bachelor’s degree in Pharmacy, Biomedical/Medical Engineering, Nursing, or Life Sciences.
• Experience: Minimum of 8 years in medical device, accessories/consumables, or pharmaceutical field sales within the Gulf region, with at least 1–2 years of experience selling into Saudi private hospital groups.
• Technical Proficiency: Hands-on experience with supply-chain processes, including forecasting, call-off/consignment stock management, expiry tracking, and rotation control.
• CRM and Reporting: Strong proficiency in CRM systems such as Salesforce or Oracle, along with advanced Excel skills for pipeline management, reporting, and forecast accuracy.
• Leadership Potential: Demonstrated ability to lead or coach a small sales team, with the potential to expand the portfolio in the future.
• Product Launch Experience: Prior involvement in product or line launches, from planning to post-launch tracking and evaluation.
• Language and Travel: Native or fully fluent Arabic and fluent English, both written and spoken, with the ability to prepare professional reports in English. A valid KSA driving license and willingness to travel extensively across the assigned region are essential.

Preferred Competencies

Candidates with the following attributes will be highly valued:

• A proven track record in managing key accounts and named hospital groups, with a focus on achieving commercial results such as market-share growth or securing formulary/vendor listings.
• Exceptional communication and negotiation skills to build and maintain strong relationships with stakeholders at all levels.
• Analytical mindset with the ability to interpret data, identify trends, and make data-driven decisions to optimize sales performance.
• Resilience and adaptability to thrive in a fast-paced, dynamic healthcare environment while meeting challenging targets.