Sales Executive (Field)- Medical Equipment & Diagnostics

Key Responsibilities

A. Revenue Growth & Sales Execution

• Achieve monthly sales targets 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.

B. 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.

C. Market Expansion & Development

• Expand the company footprint in Coast, Western, Rift Valley, and Central Kenya.
• Conduct competitor research and provide market intelligence reports.
• Represent the company at industry expos, conferences, and regional roadshows.
• Support tender processes through client engagement and contract negotiations.

D. 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.

E. 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.

3. 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.

Skills

• Excellent negotiation, persuasion, and presentation skills.
• Strong interpersonal and relationship-building ability with healthcare professionals.
• Proficiency in CRM/ERP sales modules and MS Office.
• Ability to travel extensively and manage multiple engagements simultaneously.

4.  Competencies

• Commercial Acumen: Deep understanding of healthcare procurement and revenue drivers.
• Execution Drive: Resilient, persistent, and target-focused.
• Client Centricity: Builds trust and long-term relationships with institutional clients.
• Market Intelligence: Anticipates customer needs and competitor activity.
• Collaboration: Works effectively with cross-functional teams.
• Integrity: Conducts sales ethically, with transparency and professionalism.