Medical Representative - Business Development

How to Apply: Interested and qualified? Go to Tibu Health on join.com to apply.

Master the Art of the Doctor's Visit

In medical sales, your success hinges on how well you connect with busy consultants and clinics. This role demands not just product knowledge, but the ability to listen, build trust, and deliver value in every interaction.

1. Know Your Product Inside Out: Before you step into any clinic, ensure you can explain Tibu Health's lab services, turnaround times, and quality standards clearly. Doctors will probe your knowledge, so be ready to answer technical questions about diagnostic tests and wellness panels.

2. Research Your Territory: Map out the hospitals, clinics, and specialist practices in Nairobi that refer lab work. Understand their current providers, pain points, and what would make them switch or add a new lab.

3. Craft a Compelling Pitch: Develop a concise, benefit-driven pitch that highlights how your lab's services can improve patient outcomes and streamline their workflow. Tailor it to each specialty—what a cardiologist needs differs from a general practitioner.

4. Build a Follow-Up System: Don't rely on memory. Use a CRM or simple spreadsheet to track every visit, follow-up, and commitment. Consistent follow-up is what turns a first meeting into a long-term referral relationship.

5. Prepare for Objections: Expect pushback on pricing, turnaround time, or existing contracts. Have clear, factual responses ready, and always pivot back to the value your service brings.

6. Show Your Track Record: On your CV and in interviews, quantify your achievements—like the percentage increase in referrals you drove or the number of new accounts you opened. Numbers speak louder than adjectives.

7. Understand the Regulatory Landscape: Familiarize yourself with Kenya's healthcare regulations and any compliance requirements for marketing medical services. This shows you're a professional who can operate within the rules.

8. Be Persistent, Not Pushy: Building relationships in healthcare takes time. Be polite, respectful, and persistent in your follow-ups without being aggressive. Doctors appreciate a rep who respects their time and expertise.