Production Pharmacist at Adcock Ingram

MAIN TASKS / RESPONSIBILITIES 
Sales Leadership & Team Management

• Lead, coach, and develop a team of Sales Representatives to achieve and exceed sales targets.
• Set clear performance objectives, monitor progress, and drive accountability.
• Conduct regular field visits, in-theatre coaching, and performance reviews.
• Foster a high-performance, customer-centric culture within the team. 

Strategic Sales Planning

• Develop and implement portfolio-specific sales strategies aligned with business objectives.
• Translate strategic priorities into actionable territory plans.
• Identify opportunities for growth across surgical devices, endoscopy systems, and integrated solutions.
• Drive alignment between sales, marketing, and broader commercial strategy.

Revenue & Financial Management

• Own and deliver revenue targets, profitability, and margin objectives.
• Manage sales forecasts, budgets, and pipeline performance.
• Drive effective pricing strategies and commercial decision-making.
• Oversee high-value deal structuring and approvals in line with delegation of authority (DOA). 

Customer & Market Engagement

• Build and maintain relationships with key stakeholders including surgeons, theatre staff, hospital executives, and procurement teams.
• Develop and manage Key Opinion Leaders (KOLs) within surgical and ENT disciplines.
• Support complex negotiations and strategic accounts.
• Monitor competitor activity, market trends, and customer needs to inform strategy.
• System Integration (SI) & Solution Selling
• Lead the commercialisation of integrated theatre solutions, including imaging integration, workflow optimisation, and digital platforms.
• Engage with hospital leadership and technical stakeholders on infrastructure and integration projects.
• Collaborate with internal technical, project management, and service teams to deliver SI projects successfully.
• Position Olympus as a strategic partner in operating theatre modernisation and digital transformation.

Portfolio Development

• Drive successful product launches and adoption of new surgical technologies.
• Promote cross-selling across surgical endoscopy, ENT, devices, and integration solutions.
• Identify and develop new business opportunities and market segments.
• Support clinical education and training initiatives.

Operational & Compliance Management

• Ensure accurate and timely reporting of sales performance, forecasts, and market intelligence.
• Maintain CRM discipline and pipeline visibility.
• Oversee tender submissions, quotations, and contract management.
• Ensure effective coordination with supply chain and service teams.

Compliance & Governance

•   Ensure all sales activities comply with regulatory, ethical, and company standards.
•   Adhere to hospital protocols, particularly within sterile and theatre environments.
•   Promote a culture of compliance, integrity, and risk management.

  KEY PERFORMANCE INDICATORS:KPA (Area)KPM 

• (Measure)Revenue Growth  Achievement of sales targets and margin objectives Team Performance  
• Sales team target achievement and capability development Market Share  Growth within surgical and ENT portfolios Strategic Accounts
•  Growth and retention of key hospital groups SI Project Success  Conversion and implementation of integration projects Pipeline Management
•  Forecast accuracy and pipeline strength Customer Engagement  Customer satisfaction and relationship strength Compliance  Adherence to regulatory and company standards 

SPECIAL KNOWLEDGE, SKILLS AND DUTIES: 
Knowledge:

• Deep understanding of surgical procedures, operating theatre environments, and sterile protocols.
• Knowledge of surgical endoscopy systems, ENT applications, and medical devices.
• Understanding of integrated theatre technologies, digital health solutions, and hospital infrastructure.
• Knowledge of healthcare procurement processes and tender systems.

Skills:

• Strong leadership and people management capability.
• Advanced sales and negotiation skills, particularly for high-value capital projects.
• Strategic thinking and problem-solving ability.
• Excellent communication and presentation skills across all stakeholder levels.
• Ability to manage complex, multi-stakeholder projects and long sales cycles.

 Duties:

• Lead and manage sales team performance and execution.
• Drive revenue growth and market expansion across portfolios.
• Support complex sales engagements and strategic projects.
• Ensure alignment with company strategy and compliance standards.

Requirements

• B. Pharm 
• Registered Pharmacist  
• Computer literacy:  BPCS, Oracle, MS Office 
• Performs Production Pharmacist Line opening / Line checks per SOP  
• Experience working on Calibre 
• Minimum 7–10 years’ experience in medical device sales, preferably within surgical environments.
• At least 3–5 years’ experience in a sales leadership or management role.
• Strong experience in capital equipment sales, surgical devices, and solution-based selling.
• Proven track record in managing complex, multi-stakeholder sales cycles, including large capital and infrastructure projects.
• Experience engaging surgeons, theatre teams, hospital executives, and procurement stakeholders.
• Demonstrated success in delivering revenue growth and leading high-performing teams.
• English
• Strong understanding of operating theatre environments, surgical workflows, and sterile protocols.
• Knowledge of integrated theatre systems and hospital infrastructure (System Integration – SI).
• Willingness to travel nationally and engage in theatre environments when required.
• Ability to operate in high-pressure, complex sales environments.
• Valid Drivers License