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

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.