Sales Manager - Pharmaceutical Portfolio at Omnichannel International

Salary: kes 400,000

Job Summary

• The Sales Manager will be responsible for translating the country business strategy into effective field sales execution by leading, coaching, and developing the medical representative team
• The successful candidate will oversee territory planning, healthcare professional (HCP) coverage, field-force productivity, and sales performance while driving sustainable and compliant commercial growth across the assigned pharmaceutical portfolio.
• The role requires a strong field leader with the ability to develop high-performing sales teams, optimise territory deployment, strengthen customer engagement, and ensure execution of approved promotional strategies.

Key Responsibilities

• Drive field sales performance through effective territory planning, healthcare professional (HCP) segmentation, call-frequency execution, and optimal deployment of the medical representative team.
• Coach and develop medical representatives through regular field accompaniment, pre-call planning, observation, constructive feedback, and documented development plans.
• Analyse HCP universe data, geographic workload, and business opportunities to recommend appropriate territory designs and resource allocation.
• Set clear performance objectives for medical representatives and monitor sales performance, customer reach and frequency, call quality, CRM activities, territory trends, and customer insights.
• Lead regular field-force performance reviews, identify performance gaps, and implement timely corrective actions and capability-development initiatives. 
• Ensure medical representatives maintain strong product and scientific knowledge and consistently communicate only approved promotional messages using authorised materials.
• Collaborate with the Brand & Customer Manager on marketing campaign execution and field enablement, the Medical Science Liaison (MSL)/Medical Advisor on scientific capability development, and the Key Account Manager (KAM) on coordinated institutional opportunities.
• Provide accurate field intelligence on competitor activities, customer needs, market access barriers, product availability, and emerging business opportunities.
• Support recruitment, onboarding, performance management, employee development, and succession planning for medical representatives.
• Ensure accurate and consistent CRM utilisation, customer master-data management, and timely submission of field reports.
• Allocate field time and coaching priorities across assigned territories to maximise sales effectiveness and customer coverage.
• Recommend territory realignment and medical representative deployment based on workload, market opportunities, and business performance data.
• Manage day-to-day field sales execution within approved business plans and budgets.
• Identify and escalate significant supply chain, compliance, customer, and employee- related risks to the Country Lead.
• Ensure achievement of agreed sales targets and continuous improvement in field- force productivity.

Qualifications and Experience Educational Requirements

• Bachelor's degree in Life Sciences, Pharmacy, Medicine, or a related scientific discipline is preferred.
• Candidates with other relevant academic qualifications may be considered if they possess substantial pharmaceutical sales experience.
• An MBA or relevant business qualification will be an added advantage.

Related Job Experience

• Minimum of seven (7) years of relevant experience in pharmaceutical sales
• At least three (3) years of experience in field-force leadership, sales supervision, or an equivalent management role.
• Demonstrated experience in coaching and managing medical representatives, territory management, and achieving sales targets.
• Experience in diabetes, metabolic health, specialty care, or innovative pharmaceutical environments will be desirable.
• Proven ability to analyse sales performance, identify business opportunities, and implement effective field sales strategies.