The Senior Product Specialist is primarily responsible for driving demand creation, strategic account development, and sustainable sales growth within the assigned territory and priority accounts. The Senior Product Specialist serves as a senior individual contributor responsible for achieving territory sales objectives, expanding product penetration and share of account, developing new business, and leading complex commercial opportunities involving multiple hospital stakeholders and Business Partners/principals. The role applies strong clinical selling, strategic account management, business planning, commercial analytics, forecasting, and executive customer engagement to convert opportunities into measurable growth. The Senior Product Specialist also provides field coaching and mentoring to less experienced Product Specialists without direct supervisory responsibility, while ensuring compliance with company policies, procedures, governance requirements, and administrative standards.
The position is primarily field-based and requires extensive customer engagement, account development, and commercial activity across assigned territories and priority accounts.
KEY RESPONSIBILITIES:
- Own achievement of assigned territory and account sales targets through disciplined demand creation, account penetration, new business development, product conversion, and expansion of existing business., including developing and executing strategic account plans for priority hospitals, stakeholder mapping, opportunity sizing, product penetration, share expansion, new-SKU adoption, competitive conversion, and defined growth actions.
- Identify, qualify, develop, and convert incremental growth opportunities using customer needs, utilization/consumption data, market intelligence, and account-level business analysis,; lead complex commercial opportunities involving clinical users, nursing, pharmacy, biomedical/engineering, procurement, finance, hospital leadership, and Business Partners/principals as appropriate ; including building and maintaining effective relationships with clinical, procurement, administrative, and executive decision-makers and key influencers within assigned accounts.
- Deliver clinically relevant and compliant product communication, demonstrations, evaluations, and value propositions that support product adoption, conversion, and sustained utilization, prepare and recommend business proposals, account strategies, commercial programs, and investment requests supported by clear business rationale, expected return, pricing/margin considerations, and implementation plans, as well as identify, qualify, and develop tender opportunities; coordinate commercial, technical, documentation, and principal requirements; and support bid strategy within approved pricing, margin, and governance parameters.
- Maintain high standards of CRM discipline, pipeline management, forecast accuracy, territory planning, and opportunity tracking; provide clear assumptions, risks, gaps, and recovery actions during business reviews; gather, analyze, and communicate market intelligence, competitor activity, customer trends, tender developments, and other insights relevant to business planning and commercial decision-making.as well as provide field coaching, mentoring, onboarding support, and practical account-management guidance to less experienced Product Specialists without direct supervisory responsibility.
- Collaborate with Sales, Marketing, Technical Service, Sales Operations, Finance, Supply Chain, Quality/Regulatory, and Business Partners/principals to execute strategic commercial initiatives and resolve account requirements, manage assigned account receivables, company assets, samples, promotional materials, and other accountabilities in accordance with company policy, comply with company policies, SOPs, regulatory and quality requirements, commercial governance, reporting standards, and all required administrative processes and perform other commercial and business-development tasks that may be assigned from time to time.
QUALIFICATIONS:
- Graduate of a four (4) year course, preferably Pharmacy, Nursing, Medical Technology, or another allied medical/healthcare course. Other relevant bachelor's degrees may be considered based on demonstrated medical-device commercial experience.
- Minimum five (5) years of relevant medical-device and/or healthcare commercial experience, with demonstrated success in complex hospital account management, new business development, product conversion, executive stakeholder engagement, and delivery of sales growth. Experience in multinational medical-device organizations and/or strategic/key-account environments is preferred.
- Advanced selling and negotiation skills; Strategic Account Management; Business Planning; Clinical Selling; Opportunity and Pipeline Management; Tender Management; CRM Excellence; Forecasting and Forecast Accuracy; Commercial Analytics; Executive Customer Engagement; Competitive and Market Intelligence; Cross-functional Collaboration; coaching and mentoring capability; and strong written and verbal communication.
- Must be able to interpret account-level sales, consumption, utilization, and opportunity data; develop commercially sound proposals; manage complex stakeholder environments; and operate independently with strong execution and follow-through.