Key Accounts Manager - Institutional Business
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Brief Job Description:
- Managing, retaining and profitably growing assigned institutional accounts, including county governments, public, referral and mission hospitals, faith-based organizations and corporate healthcare institutions.
- Achieving monthly, quarterly and annual sales, gross profit and collection targets
- Supporting strategic accounts including KEMSA, MEDS, donor-funded programmes and national tenders
- Coordinating tender documentation, submission and post-award contract implementation
- Engaging County Health Departments and monitoring county procurement plans and budgets
- Gathering market intelligence and preparing monthly sales forecasts
- Building relationships with key decision makers — procurement officers, pharmacists, medical superintendents and hospital administrators — and conducting product presentations and customer education sessions
- Driving portfolio growth through cross-selling and new product introductions within assigned accounts
- Representing Dawa at institutional healthcare forums, stakeholder meetings and scientific engagements
- Driving timely collections and compliance with public procurement regulations and industry ethical standards
Qualifications and Experience:
- Must Have: Minimum Requirements
- To be considered, these minimum requirements must be evident on your resume.
- Bachelor’s degree in Pharmacy, Business Administration, Sales & Marketing, Commerce or a related discipline
- A minimum of 5 years’ experience in pharmaceutical sales, including 3 years managing institutional accounts
- Experience with public healthcare institutions, county governments and tender management
- Proven track record of achieving sales and collection targets
- Strong negotiation, relationship-building and com
Added Advantage:
- Professional sales and marketing qualification, pharmaceutical industry certification, or experience with framework contracts and donor-funded procurement
- Competencies: Strategic and analytical thinking, commercial acumen, results orientation initiative, problem solving, excellent communication, integrity and teamwork