Johannesburg: National Product & Sales Manager – Laboratory Division posted by The Focus Group

About our Client and the Role

Our CLIENT, a well-established Medical Technology company, covering a wide range of therapeutic portfolios and products, is seeking a dynamic and highly experienced National Product & Sales Manager to lead their Laboratory Division. This senior leadership role carries the responsibility of driving growth, managing sales and support teams nationally, and developing strong client and supplier relationships.

The successful candidate will be a strategic thinker, a strong leader, and an influential spokesperson who can set direction, communicate vision, and deliver measurable results. With a balance of product expertise, sales excellence, and business acumen, this individual will ensure sustainable growth while positioning the CLIENT as a market leader in the laboratory sector.

Key Responsibilities

Sales Leadership & Management

• Drive national sales performance and achieve revenue targets.
• Lead, coach, and manage a national sales and applications team to deliver growth.
• Build strong client and market relationships with hospitals, laboratories, healthcare groups, and government bodies.
• Ensure customer satisfaction and resolve escalated client issues.

Product & Business Strategy

• Develop and implement a national product strategy aligned with market trends and company objectives.
• Monitor competitor activity, market developments, and pricing to maintain competitive positioning.
• Conduct ongoing viability assessments for existing and new product ranges.
• Support product launches, training, and application support across the Laboratory Division.

Supplier & Partner Relations

• Build and maintain strong relationships with international and local suppliers.
• Negotiate pricing, support distribution agreements, and provide regular feedback on market activities.
• Participate in supplier training, international meetings, and congresses as required.

Marketing & Brand Development

• Prepare and manage the annual marketing budget for the division.
• Ensure marketing material, product features, and promotional activities support sales efforts.
• Represent the company at national congresses, conferences, and industry events.

Operations & Reporting

• Oversee stock management, forecasting, and logistics coordination.
• Prepare sales and product performance reports for management and suppliers.
• Manage costs and ensure budget compliance.
• Contribute to tenders, contracts, and compliance processes.

Key Performance Indicators (KPIs)

• Achievement of national sales and growth targets.
• Effective team leadership, development, and performance management.
• Successful execution of national product strategies.
• Strong customer satisfaction and retention.
• Effective supplier engagement and compliance with agreements.
• Timely and accurate reporting on sales, forecasts, and budgets.

Qualifications & Experience

• Undergraduate degree in Business, Life Sciences, Biotech or a related field.
• Minimum 5 years experience in Laboratory sales and/or Laboratory Management
• Proven track record in national sales management and product strategy execution.
• Strong knowledge of the healthcare market in South Africa, including tenders and private/public healthcare groups.
• Computer literate with strong CRM, reporting, and presentation skills.

Personal Attributes & Skills

• Strategic thinker with strong commercial acumen.
• Excellent leadership, coaching, and people development skills.
• Results-driven and customer-focused.
• Strong negotiation, presentation, and communication abilities.
• Professional, accountable, and self-motivated.
• Ability to manage complex business units and multiple stakeholders.

1.5% commission of gross profit of direct sales attributable to the LAB division