Theatre Sales Rep - Endoscopy and ENT

SUMMARY:
Leading medical device company is looking for an experienced Theatre Sales Representative for the Johannesburg territory.

POSITION INFO:
JOB PURPOSE:
New business Development : to drive sales growth and market penetration of Surgical Endoscopy, Surgical Devices, ENT, and System Integration (SI) solutions by building strong relationships with surgeons, theatre teams, and healthcare institutions. The role focuses on delivering clinically relevant solutions, supporting surgical procedures, and positioning the portfolio as a trusted partner in advanced surgical care and integrated theatre solutions.
 
Qualifications & Experience Required
Diploma / Degree in Medical Sciences, Nursing, Biomedical Engineering, or related field or equivalent relevant experience
Commercial or sales qualification advantageous.
Minimum 3–5 years’ experience in medical device sales, preferably within surgical environments.
Experience in theatre-based selling (operating rooms) is essential
Proven track record in capital equipment and/or surgical device sales.
Experience engaging surgeons, theatre staff, and hospital management.
Strong understanding of operating theatre environments and surgical workflows.
Willingness to be present in theatre settings, including irregular hours.
Ability to travel extensively within assigned territory.
Valid driver’s license.
 
MAIN TASKS / RESPONSIBILITIES:
 
Sales & Revenue Generation
Achieve and exceed sales targets across surgical portfolios and assigned territory.
Develop and execute territory plans to grow market share and revenue.
Drive capital equipment sales (e.g., towers, imaging systems, integrated theatres) and consumables.
Manage full sales cycle including lead generation, proposals, tenders, negotiations, and closing.

Clinical & Technical Support
Provide in-theatre support during surgical procedures, ensuring optimal product usage.
Conduct product demonstrations, evaluations, and in-servicing for surgeons and theatre staff.
Support adoption of new technologies and techniques.
Act as a technical expert across surgical endoscopy, ENT, and device portfolios.

Customer Relationship Management
Build strong, trust-based relationships with surgeons, theatre nurses, biomedical teams, and procurement.
Develop and manage Key Opinion Leaders (KOLs) within the surgical space.
Ensure high levels of customer satisfaction through responsive service and support.
Address customer concerns and provide effective after-sales support.

System Integration (SI) & Solution Selling
Promote and sell integrated theatre solutions, including imaging integration, workflow optimisation, and digital solutions.
Engage hospital management and technical stakeholders on infrastructure and integration projects.
Collaborate with internal technical and project teams to deliver SI solutions.
Identify opportunities to position the division as a strategic partner in operating theatre modernisation.

Portfolio & Market Development
Drive cross-selling across surgical endoscopy, ENT, devices, and integration solutions.
Stay informed on surgical trends, competitor activity, and technological advancements.
Support new product launches and clinical education initiatives.
Identify opportunities for innovation adoption within accounts.

Administrative & Operational Responsibilities
Maintain accurate CRM records, sales pipelines, and forecasts.
Prepare quotations, tenders, and business cases in line with company guidelines.
Provide regular reporting on territory performance and market insights.
Coordinate with logistics and service teams to ensure seamless delivery and installation.

Compliance & Governance
Ensure compliance with all regulatory, ethical, and company standards.
Adhere to hospital protocols, especially within sterile and theatre environments.
Maintain up-to-date product and compliance knowledge.
 
SPECIAL KNOWLEDGE, SKILLS AND DUTIES:

Knowledge:
Understanding of surgical procedures, operating theatre protocols, and sterile environments.
Knowledge of surgical endoscopy systems, ENT applications, and medical devices.
Basic understanding of integrated theatre technologies and hospital infrastructure.

Skills:
Strong sales and negotiation skills, particularly in high-value capital equipment.
Excellent interpersonal and relationship-building skills with clinicians.
Technical aptitude and ability to explain complex solutions.
Ability to work in high-pressure, fast-paced theatre environments.
Strong planning and organizational skills.

Duties:
Drive surgical portfolio sales and market growth.
Provide hands-on clinical and technical support in theatre.
Promote integrated solutions and long-term partnerships.
Ensure compliance with all healthcare and company standards.