Career Details

1. Job Profile

Job Title Clinical Sales Representative Effective Date 01 May 2026
Company Ducray Lenoir Ltd Department Sales – Medical Equipment
Category Staff  Reporting Line Head of Sales

Company Values

  • Integrity and Respect
  • Customer Focus
  • Communication
  • Innovation 
  • Teamwork
  • Performance
  • Quality

The Clinical Sales Specialist – OT, ICU and CSSD is responsible for the promotion, clinical support, and sales development of operating theatre, intensive care unit and central sterile supply department equipment within the company’s product portfolio. The role combines clinical expertise with sales responsibilities to ensure effective product positioning, user adoption, and profitable growth.

The appointee will work closely with surgeons, theatre nurses, biomedical engineers, and hospital management to ensure that products meet clinical requirements and operational needs. The role includes product demonstrations, product support during procedures where required, user training, and participation in tender processes.

The position requires a strong clinical understanding of operating theatre workflows, excellent relationship-building skills, and the ability to translate clinical needs into technical and commercial solutions.

Key Result Area

Main responsibilities
Sales
  • Manage sales activities for the assigned medical equipment products/portfolio.
  • Develop the market for currently inactive portfolios by identifying prospective clients through regular visits to Ministry of Health (MOH) hospitals and private clinics.
  • Engage with surgeons, doctors, biomedical engineers and surgical technologists to promote product offerings and influence purchasing decisions.
  • Conduct client presentations and product demonstrations to showcase features, usage, and competitive advantages.
  • Navigate a highly competitive market environment, positioning Ducray Lenoir against key competitors.
  • Coordinate internal costing once product proposals are approved; pricing and margin negotiations are managed in collaboration with the Head of Sales.
  • Raise and monitor Purchase Orders (POs) and follow up with suppliers on delivery timelines.
  • Ensure delivery and proper commissioning of equipment, including provision of warranty information to clients.
  • Participate in structured sales and after-sales training programs.
  • Advocate for better coordination and stakeholder alignment to avoid duplicated or conflicting client engagements.
Product Development
  • Create demand for assigned product portfolios.
  • Follow up on procurement processes for product tenders.
  • Initiate and manage the procurement process for tenders/IQ/PO, ensuring product specifications are listed
  • Remain focused on new opportunities within the specialty and Medical Equipment business.
Reporting & Communication
  • Prepare and submit summary reports (MEDE) for review and performance tracking.
  • Maintain detailed visit reports documenting client interactions, site observations, and follow-up actions.
  • Update and manage a sales planner/calendar shared with the Sales Manager to ensure visibility on appointments, visits, and scheduled activities.
Field Work
  • Regularly visit customers and concerned departments.
  • Gather information on competitors’ activities and products.
  • Expand the customer base and seek new opportunities.
Customer and Supplier Management
  • Maintain excellent relationships with customers and suppliers.
  • Regularly contact customers through field visits to ensure satisfaction.
  • Conduct business reviews with suppliers.
Teamwork
  • Foster a positive and communicative team atmosphere.
  • Communicate closely with the sales team on commercial information and opportunities.
  • Collaborate with the technical team and suppliers to resolve customer complaints.
  • Follow up with customers post-training.
Deliveries
  • Coordinate with project managers, engineers, and other stakeholders to align commissioning activities with overall project schedules.
  • Coordinate the final handover of commissioned equipment to the operational team, ensuring all acceptance criteria are met.
  • Obtain necessary sign-offs from stakeholders to confirm successful commissioning and readiness for operational use.
  • Ensure all relevant personnel are adequately trained on the operation and maintenance of newly commissioned equipment.
Debtors
  • Close store forms and invoices within two weeks.
Education and Sales
  • Conduct application training on products
  • Deliver maintenance training through Aftersales team.
Stock Level
  • Prepare sales forecasts based on previous year’s data and customer consumption requirements.
  • Ensure sufficient stock to serve customers by working closely with procurement and MEDE sales support
Compliance to Company policies
  • Maintain compliance with company mission, values, and vision.
  • Follow ethical practices for fair competition.
  • Engage professionally with customers and demonstrate integrity.
  • Adhere to national and local regulations and safety standards.
  • Take responsibility and be accountable for health and safety measures.
  • Strictly follow internal procedures according to ISO Standard.
Training and Development
  • Participate in training courses and skills development including self-learning/study and on the job training.
  • Provide application training to end users where applicable.
  • Ensure transfer of knowledge to colleagues and subordinates.

Key dimensions

  • Product Expertise: Deep technical knowledge and clinical application of medical devices (e.g. OT lights, OT tables and pendants, surgical instruments, CSSD equipment etc).
  • Sales Strategy: Driving revenue through strategic planning, lead generation, and territory management.
  • Customer Education: Conducting product demos, training sessions, and providing technical support.
  • Regulatory Compliance: Understanding of medical device regulations, certifications, and clinical protocols.
  • Market Intelligence: Keeping up with trends, competitor products, and evolving hospital procurement processes

Decisions making

  • Customer Targeting: Identifying high-value leads (hospitals, clinics, procurement departments).
  • Solution Fit: Aligning product features with clinical needs and pain points.
  • Post-Sales Strategy: Deciding on technical support plans, installation logistics, and training.
  • Territory Prioritization: Allocating time and resources based on potential sales outcomes.

Problems

  • Complex Procurement Cycles: Long sales cycles with multiple decision-makers (doctors, procurement, admin).
  • Price Sensitivity: Balancing value proposition vs. cheaper alternatives.
  • Regulatory Delays: Barriers due to certifications, tenders, or approvals.

Opportunities

  • Relationship-Driven Growth: Expanding through referrals and long-term partnerships.

Job Requirements

Qualifications
  • Tertiary qualification- Degree in nursing. (Additional degrees in business field could be an advantage)
  • Proficiency in written and spoken English and French.
  • MBA – Could be an advantage
Experience
  • Previous clinical experience in healthcare, specifically working in the hospital OT 
  • Sales and marketing experience will be an advantage
Behavioural Competencies
  • Excellent communication, presentation, negotiation, and selling skills.
  • Strong planning and organizational skills.
  • Strong organizational and leadership skills.
  • Systematic problem-solving approach.
  • Proactive and accurate decision-making.
  • Interpersonal and communication skills.
  • Result-oriented with the ability to meet tight deadlines.
  • Versatile and accountable.
  • Ability to work independently and in teams.
  • Detailed product knowledge, understanding of anatomy and physiology.
  • Strategic thinking
  • Adaptability to adapt to changes

Internal Relationship

  • Sales Dept 
  • Head of Sales
  • Cluster Head
  • MD 
  • Procurement Dept 
  • Finance

External Relationship

  • Suppliers
  • Clients – Clinics, Healthcare Providers (Doctors/Surgeons etc.)

  • Management reserves the right to call upon the incumbent to take on any reasonable responsibility considered necessary for the attainment of its objectives.