TECHNICAL SALES MANAGER (BIOMEDICAL EQUIPMENT & DIAGNOSTICS)
Accurex Leadership and Management Consultants Ltd
Sales
Job Summary
The Technical Sales Manager drives revenue growth by acquiring clients, managing relationships, and achieving sales targets across hospitals, labs, universities, and county health facilities. The role builds partnerships, negotiates contracts, and expands market reach beyond Nairobi, strengthen company’s position as a trusted diagnostics partner.
- Minimum Qualification : Bachelors
- Experience Level : Mid level
- Experience Length : 5 years
Job Description/Requirements
2. 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 client retention across assigned accounts.
- Monitor customer satisfaction and escalate concerns for timely resolution.
C. 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.
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 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.
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