Product Specialist Manager – Medical Diagnostics & Instruments

About The Role

The Business Development Manager will be responsible for driving business growth through the promotion of medical diagnostic instruments, reagents, and related solutions to pathology laboratories, hospitals, diagnostic centers, and healthcare professionals. The role requires strong commercial acumen, technical understanding of diagnostic testing, and the ability to demonstrate both clinical and financial value to customers. The incumbent will work closely with pathologists, laboratory owners, clinicians, hospital administrators, and procurement teams to develop business opportunities, increase test volumes, and support customers in maximizing return on investment (ROI) from diagnostic equipment.

Key Responsibilities

Business Development

• Identify and develop new business opportunities in hospitals, diagnostic laboratories, pathology centers, and healthcare institutions.
• Build and maintain strong relationships with pathologists, laboratory directors, doctors, and key decision-makers.
• Conduct market analysis and competitor assessments to identify growth opportunities.
• Prepare and deliver commercial proposals, quotations, and business presentations.
• Represent the company confidently in meetings, conferences, workshops, and product evaluations.

Medical Instrument Promotion

• Promote diagnostic and laboratory instruments by explaining:
  • Technical features and capabilities.
  • Test parameters available on each instrument.
  • Clinical significance of test parameters.
  • Benefits to patients, clinicians, and laboratory professionals.
• Conduct product demonstrations, workshops, CMEs, and scientific presentations.
• Provide scientific and application-based support during customer interactions.

Clinical & Scientific Business Promotion

• Educate pathologists and physicians regarding:
  • Diagnostic value of tests.
  • Clinical interpretation and significance of parameters.
  • Emerging diagnostic trends and testing opportunities.
  • Advantages of adopting advanced testing technologies.
• Assist healthcare professionals in understanding how expanded test menus can improve patient care and diagnostic accuracy.

Laboratory Profitability & ROI Consulting

• Demonstrate the financial viability of investing in diagnostic instruments by:
  • Estimating test volumes and revenue potential.
  • Preparing Return on Investment (ROI) analyses.
  • Calculating cost-per-test and profitability.
  • Showing payback periods for equipment investments.
  • Identifying opportunities for additional revenue through specialized and high-value tests.
• Guide laboratory owners on optimizing instrument utilization and increasing operational efficiency.
• Develop business cases illustrating how investment in equipment can generate sustainable revenue and profit growth.

Customer Relationship Management

• Maintain regular contact with existing customers to ensure satisfaction and business retention.
• Resolve customer concerns by coordinating with service, technical, and application support teams.
• Identify upselling and cross-selling opportunities within existing accounts.
• Act as the primary liaison between healthcare professionals and the company, ensuring customer feedback is communicated to management.

Training & Knowledge Sharing

• Train customers on instrument applications, testing capabilities, and workflow benefits.
• Stay updated on new technologies, diagnostic trends, regulatory requirements, and market developments.
• Support marketing activities, exhibitions, conferences, and product launches.

Team Leadership

• Lead and manage the product specialist team to achieve sales and business goals.
• Train, mentor, and support team members in product knowledge and customer engagement.
• Monitor team performance and provide regular feedback and guidance.
• Coordinate sales activities, customer visits, and territory coverage.
• Promote teamwork, accountability, and professional development within the team.

Key Deliverables (KPIs)

• Achievement of sales and revenue targets.
• Number of new customer acquisitions.
• Growth in reagent and consumable sales.
• Increase in customer test volumes.
• Successful instrument installations and conversions.
• Customer retention and satisfaction levels.
• Number of scientific presentations, product demonstrations, and business reviews conducted.

Required Skills & Competencies

• Strong knowledge of diagnostic instruments and laboratory workflows.
• Understanding of pathology and clinical testing parameters.
• Ability to communicate scientific concepts to doctors and pathologists.
• Business case development and financial analysis skills.
• Excellent presentation and negotiation abilities.
• Relationship management and consultative selling skills.
• Strategic thinking and market development expertise.
• Proficiency in CRM systems and Microsoft Office.
• Strong communication and presentation skills with the ability to confidently engage with senior hospital management, procurement teams, consultants, and doctors.

What We're Looking For

• verifiedBachelor’s degree in Medical Laboratory Technology (MLT), Medical Laboratory Sciences, Biomedical Sciences, Biotechnology, Microbiology, Biochemistry, or related field
• verified3-4 years of experience
• verifiedExperience in In vitro & Diagnostic Sector is an advantage