Sales Manager – Ancillary Business (Procedures, Opticals & Pharmacy)

Summary

The Sales Manager – Ancillary Business will be responsible for driving revenue growth from the hospital's ancillary services, including surgical procedures, optical sales, and pharmacy sales. The role involves developing sales strategies, managing sales teams, collaborating with clinical departments, strengthening referral networks, improving patient conversion rates, and ensuring revenue targets are consistently met.

Responsibilities

• Develop and implement strategies to increase revenue from cataract surgeries, retina procedures, glaucoma procedures, LASIK/refractive procedures, optical sales, and pharmacy sales.
• Achieve monthly, quarterly, and annual revenue targets.
• Monitor the conversion of diagnosed patients into surgical/procedure bookings.
• Work closely with counsellors, optometrists, ophthalmologists, and front-office teams to improve conversion rates.
• Address barriers preventing patients from proceeding with recommended treatment.
• Track daily procedure bookings and cancellations.
• Increase spectacle and contact lens sales, ensure proper merchandising, introduce promotional campaigns, and monitor inventory movement.
• Increase prescription fulfilment within the hospital pharmacy, minimize prescription leakage, and promote ethical cross-selling of ophthalmic products.
• Build relationships with HMOs, corporate organizations, government agencies, NGOs, referral doctors, and community organizations.
• Develop strategic partnerships to increase patient referrals and identify opportunities for institutional sales and outreach programmes.
• Lead and supervise sales executives, business development officers, optical sales staff, and procedure counsellors.
• Set KPIs, conduct coaching, mentoring, and sales training, and drive a high-performance sales culture.
• Ensure excellent customer service throughout the patient journey, resolve escalated complaints, and improve patient retention.
• Prepare daily, weekly, and monthly sales reports, analyse sales trends, and monitor department profitability.
• Work with the marketing team to plan campaigns promoting eye surgeries, optical products, and pharmacy products.
• Support community eye screening programmes and medical outreaches, and participate in health fairs and corporate wellness initiatives.
• Ensure ethical selling practices, maintain compliance with hospital policies and healthcare regulations, and protect patient confidentiality.
• Coordinate with finance to ensure accurate billing and revenue reconciliation.

Requirements

• Bachelor's Degree in Marketing, Business Administration, Healthcare Management, or a related discipline.
• MBA is an added advantage.
• 5–8 years of sales or business development experience.
• At least 3 years in a managerial role.
• Experience in healthcare, hospitals, pharmaceuticals, optical retail, or medical devices is highly preferred.
• Proven track record of meeting or exceeding revenue targets.
• Strong knowledge of hospital operations.
• Understanding of ophthalmic procedures and patient care pathways.
• Sales forecasting and budgeting.
• CRM and Microsoft Office proficiency.
• Data analysis and performance reporting.
• Strong leadership and people management.
• Excellent negotiation and communication skills.
• Customer-focused mindset.
• Strategic thinking and business acumen.
• Analytical and problem-solving ability.
• Ability to work under pressure and meet targets.
• High level of integrity and professionalism.

How to Apply

Interested and qualified candidates should send an updated CV to: skippereyeqhospitals@gmail.com using the Job Title as the subject of the email.