SALES TEAM LEADER- PHARMACEUTICALS

JOB TITLE: SALES TEAM LEADER- PHARMACEUTICALS

NATURE OF JOB: FULL TIME

INDUSTRY:PHARMACEUTICAL / HEALTHCARE

SALARY: KSHS.200,000

JOB LOCATION:NAIROBI

DUTIES AND RESPONSIBILITIES

Sales Strategy & Execution

• Develop and execute strategic sales plans that align with the company’s overall business goals and growth objectives.
• Identify key market opportunities and create go-to-market strategies to increase product penetration and revenue.
• Define territory coverage plans, customer segmentation strategies, and channel management initiatives.
• Work closely with marketing and product teams to align sales campaigns with promotional efforts and product launches.
• Monitor sales metrics and KPIs regularly, adjusting strategies as needed to ensure targets are met or exceeded.

Team Leadership & Development

• Recruit, train, mentor, and supervise a team of pharmaceutical sales representatives across designated regions.
• Conduct regular one-on-one meetings, team briefings, and field coaching visits to support team development.
• Set clear sales targets and monitor individual and team performance through KPIs and performance dashboards.
• Identify skill gaps and implement personalized coaching or training programs to enhance productivity and professionalism.
• Promote a performance-driven culture by recognizing top performers and addressing underperformance constructively.

Customer & Stakeholder Relationship Management

• Build and nurture long-term relationships with key customers including hospitals, clinics, pharmacies, doctors, and procurement officers.
• Facilitate regular meetings and product presentations with healthcare providers and medical decision-makers.
• Act as the point of escalation for high-value clients or sensitive customer concerns, ensuring resolution and satisfaction.
• Monitor customer feedback and market intelligence to guide future product positioning and service improvements.

Sales Forecasting, Reporting & Market Analysis

• Collect and analyze sales data to prepare accurate forecasts and performance reports for management.
• Track market trends, pricing movements, competitor strategies, and emerging customer needs.
• Provide actionable insights and recommendations to senior leadership to support strategic planning.
• Ensure data integrity in reporting systems and CRM tools, maintaining updated customer records and call logs.

Operational Oversight & Compliance

• Ensure the team operates in full compliance with regulatory standards, ethical guidelines, and company policies.
• Oversee the effective distribution of marketing materials, product samples, and sales tools to the field team.
• Manage sales team logistics including route planning, travel schedules, and expense reports.
• Participate in cross-functional meetings and contribute to company-wide planning efforts (e.g., budgeting, sales incentives, pricing strategy).

Product Knowledge & Representation

• Maintain up-to-date knowledge of company products, treatment indications, contraindications, and market differentiators.
• Train the sales team on product knowledge, objection handling, and clinical selling techniques.
• Represent the company at medical conferences, industry events, and customer education sessions when required.
• Serve as a brand ambassador, ensuring the company and its products are professionally represented at all times.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Bachelor’s degree in Pharmacy, Business Administration, or a related field.
• Professional certifications in sales or marketing are an added advantage.
• Minimum of 8 years proven experience in pharmaceutical sales.
• At least 2 years in a supervisory or leadership role within the pharmaceutical industry.
• Demonstrated success in developing sales strategies and leading high-performing teams.
• Strong leadership and team management capabilities.
• Excellent communication, interpersonal, and negotiation skills.
• Analytical thinking and ability to use data for decision-making.
• Self-motivated, results-oriented, and adaptable to a dynamic market environment.