Clinical Diagnostics Sales Specialist

We (AA Medical Bulgaria EOOD, part of DiaHem OOD, authorized distributor of Bio-Rad ) are seeking a Clinical Diagnostics Sales Specialist based in Sofia.

Bio-Rad is “the global leader in innovative products for life science research and clinical diagnostics”, and our portfolio includes quality-control reagents, diagnostic instruments, and testing kits. This role will focus on Bio-Rad’s quality control and diabetes product lines (e.g. D-10 HbA1c analyzers), while also covering microbiology and infectious disease assays.

The specialist will educate laboratory customers on product value, sell reagents and instruments (such as the Bio-Rad D-10 HbA1c, Evolis ELISA processors), and introduce Bio-Rad’s Unity QC software to Bulgarian labs.

Candidates should be proactive, customer-centric, and eager to build long-term relationships; this is a hands-on, long-term career opportunity (no “quick wins”) with frequent travel (about 1-3 multi-day trips of several consecutive days per month across Bulgaria) and direct reporting to the Bulgaria Country Manager.

Key Responsibilities

· Territory Sales & Planning: Develop and execute strategic sales plans to achieve and exceed annual targets in the Bulgarian market. Identify new customers and applications in clinical and biochemical laboratories.

· Customer Relationships: Build and maintain strong, long-term partnerships with hospitals, clinics, blood banks and labs. Understand their needs and tailor Bio-Rad solutions (tests, instruments, QC products) accordingly.

· Product Promotion: Present and sell Bio-Rad clinical diagnostics product lines. Emphasize product benefits and differentiate them from competitors.

· QC Solutions Implementation: Introduce and support Bio-Rad’s quality-control products and software. Education key opinion leaders and customers about benefits of QC and implement the Unity QC data-management software to improve lab performance.

· Customer Education: Provide training, demonstrations, and technical presentations to laboratory staff and decision-makers. Communicate the clinical value and correct use of Bio-Rad tests, controls and instruments on-site.

· Sales Process Management: Manage the full sales cycle using CRM tools. Prepare quotes and orders for reagents and instruments, follow up on tenders/contracts, and ensure excellent after-sales support.

· Cross-Functional Collaboration: Liaise with the colleagues (logistics and technical team) to coordinate deliveries and after-sales (technical) services.

Qualifications and Skills

· Education: Minimum Bachelor’s degree in Biochemistry, Biology, Medical Laboratory Science or a related medical/science field.

· Experience: ≧3 years of professional experience in medical devices or in vitro diagnostics (IVD) sales. Proven track record of selling laboratory equipment, clinical assays or QC products to private and public labs. Experience with clinical diagnostics (especially QA/QC,

hematology/diabetes testing, or microbiology) and familiarity with Bio-Rad products is highly valued. Professional experience as a lab technician is an advantage.

· Skills: Strong communication and presentation skills in Bulgarian and English (fluency in both languages required). Ability to explain technical concepts clearly to medical, lab professionals and key decision makers outside the laboratories. Proficiency with MS Office. Willingness to work with our ERP system “Pantheon” (invoicing, offering, customer management)

· The ideal candidate should possess some knowledge or experience with public tender procedures. While this is not a strict requirement, solid experience in handling tenders is highly valued, as it provides important insights into the sales process and helps align priorities within the diagnostic market.

· Attributes: Highly self-motivated, proactive and results-oriented. Customer-centric attitude with integrity, honesty and “hands-on” work ethic. Entrepreneurial mindset – capable of working independently, taking initiative, and developing creative sales strategies. Willingness to travel regularly to customer sites and industry events.