Job descriptions & requirements

Department: Commercial

Position: Sales Manager

Location: Kenya

Reporting to: General Manager

POSITION PURPOSE:

The role holder is responsible for leading the sales team to achieve revenue targets by driving strategy, monitoring performance and developing client relationships, while identifying growth opportunities and ensuring overall sales effectiveness.

JOB ROLES AND EXPECTATIONS:

• Lead sales operations and act as the primary liaison between the sales, marketing, and operational support teams.
• Develop and implement effective sales and marketing strategies for pharmaceutical and OTC products to achieve growth and profitability objectives.
• Identify new business opportunities, key market trends, and competitive insights to drive expansion in product coverage and market share.
• Oversee product registration and retention in collaboration with the regulatory team.
• Manage, mentor, and evaluate the sales team to ensure achievement of performance targets.
• Conduct regular sales reviews and implement corrective actions to ensure compliance with policies and commercial goals.
• Plan and execute promotional campaigns, market activations, and stakeholder engagement activities to enhance brand presence.
• Coordinate with Finance and Management on credit approvals, receivables management, and order fulfillment.
• Support overall business operations and act as deputy in the absence of the Country Manager.

Key Performance Indicators (KPIs):

• Achievement of monthly, quarterly, and annual sales targets.
• Growth in market share and customer base within the assigned territory.
• Profit margin improvement on promoted product lines.
• Timely execution of marketing campaigns and new product introductions.
• Team performance metrics (target achievement rate, productivity, and retention).
• Customer satisfaction and retention rate.
• Days Sales Outstanding (DSO) and receivables collection efficiency.
• Compliance with company policies, regulatory requirements, and reporting timelines.

KEY WORKING RELATIONSHIPS:

Internal

Colleagues

• Head of Finance
• Head of Supply Chian
• Head of Marketing

Subordinates

• All middle line and frontline employees.

External

• Principal Suppliers
• Regulators
• Key customers
• Hospitals
• Other key Business Partners

COMPETENCIES:

Technical Knowledge/ Skills:

• Strong Communication skills
• Presentation, Analytical and planning Skills
• Negotiation skills
• Ability to assemble or manage a team
• Self-start with ability to work with limited or no supervision
• Leadership

Behavioral / Attitude Competencies:

• Respect for others
• Result oriented
• Open and Decisive.
• Collaborative
• Decision maker

QUALIFICATIONS / REQUIREMENTS:

• The Ideal candidate must hold a relevant Bachelor’s degree (Science) from a recognized University, plus good Pharma knowledge.
• A minimum of 5 years relevant work experience in Pharma industry preferably in a similar position in a dynamic/result oriented environment.
• Experience in leading diverse teams and driving sales in a complex environment.
• Advanced knowledge in use of Excel, Power point and ERP Systems
• Energetic, agile with ability to deliver results in a dynamic environment.

• Lead sales operations and act as the primary liaison between the sales, marketing, and operational support teams.
• Develop and implement effective sales and marketing strategies for pharmaceutical and OTC products to achieve growth and profitability objectives.
• Identify new business opportunities, key market trends, and competitive insights to drive expansion in product coverage and market share.
• Oversee product registration and retention in collaboration with the regulatory team.
• Manage, mentor, and evaluate the sales team to ensure achievement of performance targets.
• Conduct regular sales reviews and implement corrective actions to ensure compliance with policies and commercial goals.
• Plan and execute promotional campaigns, market activations, and stakeholder engagement activities to enhance brand presence.
• Coordinate with Finance and Management on credit approvals, receivables management, and order fulfillment.
• Support overall business operations and act as deputy in the absence of the Country Manager.

• Strong Communication skills
• Presentation, Analytical and planning Skills
• Negotiation skills
• Ability to assemble or manage a team
• Self-start with ability to work with limited or no supervision
• Leadership
• Advanced knowledge in use of Excel, Power point and ERP Systems

• The Ideal candidate must hold a relevant Bachelor’s degree (Science) from a recognized University, plus good Pharma knowledge.
• A minimum of 5 years relevant work experience in Pharma industry preferably in a similar position in a dynamic/result oriented environment.
• Experience in leading diverse teams and driving sales in a complex environment.
• Energetic, agile with ability to deliver results in a dynamic environment.