Key Accounts Manager – Institutional Business

Number of vacancies: One (1)

Location: Dawa Life Sciences, Ruaraka

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

Performance Measures

• Sales revenue and gross profit achievement, market share growth, tender success rate, forecast accuracy, customer retention, collection achievement and debtor days