The Technical Sales Manager ensures sustainable revenue growth by building long-term partnerships, negotiating placement contracts, and expanding Organizational footprint beyond Nairobi. By executing structured sales processes, the Sales Executive directly contributes to the company's ambition of doubling revenues within three years and strengthening its position as a trusted diagnostics partner in Kenya.
Key Responsibilities
Revenue Growth & Sales Execution
Achieve monthly sales targets of ≥ KES 3 - 5M and contribute to annual revenue milestones.
Generate new accounts in hospitals, mission facilities, and county governments.
Negotiate and close contracts, including placement agreements linked to reagent sales.
Maintain strong gross margins by promoting value-driven selling rather than price competition.
Client Acquisition & Account Management
Build and maintain a robust pipeline of at least 50 qualified leads per quarter.
Conduct client visits, presentations, and product demos (with Biomedical Engineers).
Ensure ≥ 90% client retention across assigned accounts.
Monitor customer satisfaction and escalate concerns for timely resolution.
Market Expansion & Development
Expand Organizational footprint in Coast, Western, Rift Valley, and Central Kenya.
Conduct competitor research and provide market intelligence reports.
Represent the Organization at industry expos, conferences, and regional roadshows.
Support tender processes through client engagement and contract negotiations.
Credit Control & Collections
Collaborate with Finance to enforce credit policies and reduce overdue receivables.
Manage collections for assigned accounts to ensure DSO is ≤ 45 days.
Resolve payment disputes by balancing client relationships with company interests.
Reporting & Collaboration
Submit weekly sales activity reports, pipeline forecasts, and collections updates.
Maintain 100% accuracy of client data, leads, and opportunities in CRM/ERP systems.
Collaborate with Technical Services for demos, installations, and after-sales support.
Work closely with Marketing for campaigns, digital leads, and promotional events.
Qualification
Qualifications & Experience
Education
Bachelor's degree in Business, Marketing, Biomedical Sciences, or related field.
Diploma in Marketing/Business with strong sales track record may be considered.
Experience
3 - 5 years of sales experience, with at least 2 in B2B field sales (preferably medical diagnostics, pharmaceuticals, or healthcare distribution).
Proven ability to achieve multimillion-shilling sales targets.
Demonstrated success in client acquisition, contract negotiation, and account retention.