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Key Account Manager - East Africa

Job TypeFull TimeQualificationBA/BSc/HNDExperienceLocationNairobiJob FieldSales / Marketing / Retail / Business Development

The Key Account Manager – East Africa will own and grow strategic key accounts across Axmed’s two-sided B2B platform, while also leading the identification, engagement, and onboarding of new clients across the region. This role is responsible for driving platform adoption, commercial performance, and long-term value creation by actively developing relationships that participate on both sides of the marketplace.

This is a role in a technology company: success depends not only on strong pharmaceutical commercial engagement, but also on being highly comfortable with digital tools and data and adapting quickly to new workflows. The role thus combines deep pharmaceutical commercial engagement with technology-driven platform enablement. The Key Account Manager acts as a trusted partner to both existing and prospective clients, confidently engaging new accounts, demonstrating platform value, and guiding them through onboarding and early usage. Once onboarded, they ensure clients are actively transacting and realising measurable value.

This is a highly hands-on role requiring strong relationship management, commercial judgment, and the ability to operate independently. Success depends on balancing new account acquisition with the growth and retention of existing key accounts, while coordinating closely with internal teams to deliver a consistent client experience.

Key Responsibilities:

Key Account Ownership & Relationship Management

• Own and manage a portfolio of strategic key accounts across East Africa.
• Build and maintain strong, trusted relationships with senior client stakeholders.
• Manage and grow accounts participating across the full transaction lifecycle.
• Ensure key accounts derive measurable value from the platform.

Account Growth & Commercial Performance

• Drive revenue growth through increased transaction volume, SKU spread, and repeat usage.
• Identify and unlock new commercial opportunities within existing key accounts.
• Drive purchase orders, signed agreements, and active collaborations.
• Monitor account health and proactively address risks or drop-off in engagement.

New Account Development

• Map, engage, and onboard new key accounts onto the platform.
• Lead tailored platform demos and onboarding sessions.
• Convert prospects into active, transacting accounts.

Platform Enablement & Support

• Act as the primary point of contact for platform-related questions and troubleshooting.
• Support onboarding, training, and ongoing usage across key accounts.
• Clearly communicate platform workflows, features, and value propositions.
• Enable clients to operate independently on the platform.

Business Reviews & Insights

• Run regular business review meetings with key accounts.
• Capture commercial and platform insights and share structured feedback internally.
• Partner with the Tech team to inform platform enhancements.

Cross-Functional Collaboration

• Work closely with logistics, operations, commercial, and technology teams.
• Coordinate internally to resolve issues and improve the account experience.
• Represent market and account needs within the business.

Requirements:

• Pharmaceutical commercial or sales background
• Experience managing complex, high-value key accounts
• Strong exposure to East African pharmaceutical markets
• Ability to independently manage senior client relationships
• Comfort acting as the commercial owner of a B2B technology platform
• Experience running client demos and onboarding users
• Familiarity with SaaS platforms, ERP systems, and Excel
• Strong communication, negotiation, and relationship-building skills
• High integrity and strong internal collaboration mindset
• Willingness and ability to travel across the region

• Own and manage a portfolio of strategic key accounts across East Africa.
• Build and maintain strong, trusted relationships with senior client stakeholders.
• Manage and grow accounts participating across the full transaction lifecycle.
• Ensure key accounts derive measurable value from the platform.
• Drive revenue growth through increased transaction volume, SKU spread, and repeat usage.
• Identify and unlock new commercial opportunities within existing key accounts.
• Drive purchase orders, signed agreements, and active collaborations.
• Monitor account health and proactively address risks or drop-off in engagement.
• Map, engage, and onboard new key accounts onto the platform.
• Lead tailored platform demos and onboarding sessions.
• Convert prospects into active, transacting accounts.
• Act as the primary point of contact for platform-related questions and troubleshooting.
• Support onboarding, training, and ongoing usage across key accounts.
• Clearly communicate platform workflows, features, and value propositions.
• Enable clients to operate independently on the platform.
• Run regular business review meetings with key accounts.
• Capture commercial and platform insights and share structured feedback internally.
• Partner with the Tech team to inform platform enhancements.
• Work closely with logistics, operations, commercial, and technology teams.
• Coordinate internally to resolve issues and improve the account experience.
• Represent market and account needs within the business.

• Strong communication, negotiation, and relationship-building skills
• Comfort acting as the commercial owner of a B2B technology platform
• Experience running client demos and onboarding users
• Familiarity with SaaS platforms, ERP systems, and Excel
• High integrity and strong internal collaboration mindset

• BA/BSc/HND
• Pharmaceutical commercial or sales background
• Experience managing complex, high-value key accounts
• Strong exposure to East African pharmaceutical markets
• Ability to independently manage senior client relationships
• Willingness and ability to travel across the region