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All things Pharma

A Day in the Life



In the fourth of our series on industry high flyers, Sean Brennan, National Sales Manager for Eschmann Equipment, talks to On Target about his working life.

1. How would you define your role?

As the National Sales Manager, my primary role within Eschmann is – in conjunction with a team of Area Sales Managers – to secure orders for our range of products and services. Irrespective of job title, I still consider myself to be fundamentally a professional sales person and take great satisfaction from winning business and being part of a successful team. At all times it is crucial that we are meeting our customers’ needs, and it is my responsibility to make sure that we utilise the resources of our team efficiently and effectively. I also place great importance on ensuring that we fulfil our promises and succeed by listening carefully to our customers.

2. What happens in your typical working day? How do you organise your time?

One of the great things about my role is that no two working days are the same. Working for a UK manufacturing company selling products into the operating theatre environment and the dental community means that, apart from the responsibility of being involved in face-to-face meetings with customers, motivating and managing the sales team and dealing with the usual wide range of questions on a daily basis, I am regularly involved in discussion with my R&D and manufacturing colleagues concerning the continuous development of our product range and services to meet the constantly evolving needs of our customers and our marketplace.

The fact that I have this interface from customer- and field-based activity directly to the point of manufacture, I believe, makes my role quite unique and allows us as a company to forge excellent, long-standing relationships with our customers.

Regarding my time management, I try to be well planned and prepared and to fully utilise the technology available to me as my unpaid helper. As I would encourage any member of the Sales Team to do, a key objective in my monthly planning schedule is to make sure that as much time as possible is spent in front of the customer in a productive manner. Our business is nothing without our customers, and it is vitally important at all levels within our company that we do all we can to provide the best products and services possible.

3. How is your market changing, and how does that affect how you sell?

Technology development now moves at a much greater pace than it did ten years ago, and the entire sales and support solution has to reflect this. The process we go through from generating an enquiry to being awarded business has also changed over the last few years, and is now in most cases a longer one involving multiple ‘stakeholders’ covering many specialties across the healthcare environment. While technology and purchasing processes have changed in recent years, for me the fundamental role of a sales person is to interact with the customers. Change is good and we should embrace it – but in a ‘Day in the Life’ of any sales professional in any industry sector, for me the old saying that ‘people buy from people’ still holds true.


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