Job Ref #: AI-416
Industry: Pharmaceutical And Medical/Healthcare
Job Type: Permanent
Positions Available: 1

Job Description

Adcock Ingram Holdings Limited and its Subsidiaries (“we”, “us”) is committed to protecting and respecting your privacy. Our Privacy Notice sets out the basis on which personal information collected inter alia from you, social media, recruitment agencies and our website, will be processed by us. The Privacy notice is available on our website www.adcock.co.za. 

One of the conditions under the Protection of Personal Information Act 4 of 2013 (POPIA) provides that candidates have the right to be informed about the collection and use of their personal information,

 In the course of your application: we may

• collect personal information that may be used to identify potential professional opportunities other than the job you have applied for but of which we think might be of interest to you.
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• request your consent to participate in aptitude tests or recruitment assessments.

 We also use your personal information to respond to your inquiries, to verify your information and to share information with you.

 Your personal information will be securely stored by the Human Capital Department, and it will be retained for a period of up to 12 months as of the closure of the application procedure if your application is unsuccessful, and in case of a successful application and you are hired, your data will be transferred to your personal employee file.

 By applying for this position, you consent to us processing your personal information.

 We reserve the right to make an appointment. If you have not heard from us within 30 (thirty) days of the closing date, please accept that your application was unsuccessful. Correspondence will be entered into only with shortlisted candidates.

JOB PURPOSE: 
To lead, manage, and drive the commercial performance of Olympus Surgical Endoscopy, Surgical Devices, ENT, and System Integration (SI) portfolios by developing a high-performing sales team, executing strategic initiatives, and delivering sustainable revenue growth. The role is responsible for positioning Olympus as a strategic partner in advanced surgical care and integrated operating theatre solutions.
  MAIN TASKS / RESPONSIBILITIESSales 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.

 

 

Job 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