Location
Nairobi•Kenya
Contract Type
Location:Nairobi , Kenya (with extensive travel across Kenya and East Africa– Tanzania, Uganda, Rwanda, Ethiopia as required)
Division:Commercial & Revenue Assurance Division
Industry:Medical Equipment / Healthcare Technology
About the Opportunity
Our client is seeking an experienced Commercial & Technical Sales Manager to drive sustainable revenue growth and market share across the healthcare technology sector. The role will translate the company's technical expertise, product portfolio and service capabilities into commercial growth, while leading and developing a high- performing team of product specialists and clinical application experts. The successful candidate will also play a hands-on role in strategic account development, competitive displacement and business growth within priority hospital accounts, positioning the client as a preferred partner for advanced healthcare technology and solutions.
Responsibilities:
Own, refine and drive day-to-day execution of the 2026–2027 Market Leadership & Regional Expansion Plan, ensuring all activities align with aggressive yet realistic growth objectives.
Lead pipeline acceleration initiativesto improve conversion rates and shorten the sales cycle;spearhead lead- generation optimisation to expand the pool of high-quality prospects.
Develop and implement data-driven strategic account targeting methodologiesto identify and penetrate high- value hospitals currently dominated by competitors.
Personally lead the creation of competitive displacement strategies for priority accounts, including compelling value propositions and robust objection-handling frameworks.
Drive the institutionalisation of multi-year framework contracts as the preferred commercial model for strategic accounts.
Implement and conduct rigorous, regular pipeline reviews and coaching sessions that provide real-time guidance and enforce accountability.
Establish and manage a transparent performance framework that tracks individual attainment against quotas and progress against personalised development goals.
Champion the consistent and accurate use of the CRM as a non-negotiable tool for pipeline management, forecasting and strategic decision-making.
Build a high-performance culture through disciplined mentorship, clear accountability and the celebration of both individual and team successes.
Serve as the primary strategic liaison between the commercial team and Client’s technical assets, particularly the factory-trained engineering team.
Oversee the development, standardisation and continuous improvement of training materials for internal product specialisation and external client-facing clinical applications training.
Ensure the value of clients’s comprehensive service, training and maintenance offering is deeply embedded in every proposal and customer interaction, positioning it as a decisive differentiator.
Personally develop and nurture high-level relationships with key decision-makers (Economic, User and Technical Buyers) within top-tier hospital accounts across Kenya and Tanzania.
Champion the strategic use of framework contracts to secure long-term, high-value partnerships, using successful models as templates for rapid replication.
Collaborate closely with marketing to leverage testimonials, develop targeted case studies and produce collateral that reinforces client’s value proposition and proves outcomes.
Minimum qualifications
Own, refine and drive day-to-day execution of the 2026–2027 Market Leadership & Regional Expansion Plan, ensuring all activities align with aggressive yet realistic growth objectives.
Lead pipeline acceleration initiativesto improve conversion rates and shorten the sales cycle;spearhead lead- generation optimisation to expand the pool of high-quality prospects.
Develop and implement data-driven strategic account targeting methodologiesto identify and penetrate high- value hospitals currently dominated by competitors.
Personally lead the creation of competitive displacement strategies for priority accounts, including compelling value propositions and robust objection-handling frameworks.
Drive the institutionalisation of multi-year framework contracts as the preferred commercial model for strategic accounts.
Implement and conduct rigorous, regular pipeline reviews and coaching sessions that provide real-time guidance and enforce accountability.
Establish and manage a transparent performance framework that tracks individual attainment against quotas and progress against personalised development goals.
Champion the consistent and accurate use of the CRM as a non-negotiable tool for pipeline management, forecasting and strategic decision-making.
Build a high-performance culture through disciplined mentorship, clear accountability and the celebration of both individual and team successes.
Serve as the primary strategic liaison between the commercial team and Client’s technical assets, particularly the factory-trained engineering team.
Oversee the development, standardisation and continuous improvement of training materials for internal product specialisation and external client-facing clinical applications training.
Ensure the value of clients’s comprehensive service, training and maintenance offering is deeply embedded in every proposal and customer interaction, positioning it as a decisive differentiator.
Personally develop and nurture high-level relationships with key decision-makers (Economic, User and Technical Buyers) within top-tier hospital accounts across Kenya and Tanzania.
Champion the strategic use of framework contracts to secure long-term, high-value partnerships, using successful models as templates for rapid replication.
Collaborate closely with marketing to leverage testimonials, develop targeted case studies and produce collateral that reinforces client’s value proposition and proves outcomes.
Requirements
Own, refine and drive day-to-day execution of the 2026–2027 Market Leadership & Regional Expansion Plan, ensuring all activities align with aggressive yet realistic growth objectives.
Lead pipeline acceleration initiativesto improve conversion rates and shorten the sales cycle;spearhead lead- generation optimisation to expand the pool of high-quality prospects.
Develop and implement data-driven strategic account targeting methodologiesto identify and penetrate high- value hospitals currently dominated by competitors.
Personally lead the creation of competitive displacement strategies for priority accounts, including compelling value propositions and robust objection-handling frameworks.
Drive the institutionalisation of multi-year framework contracts as the preferred commercial model for strategic accounts.
Implement and conduct rigorous, regular pipeline reviews and coaching sessions that provide real-time guidance and enforce accountability.
Establish and manage a transparent performance framework that tracks individual attainment against quotas and progress against personalised development goals.
Champion the consistent and accurate use of the CRM as a non-negotiable tool for pipeline management, forecasting and strategic decision-making.
Build a high-performance culture through disciplined mentorship, clear accountability and the celebration of both individual and team successes.
Serve as the primary strategic liaison between the commercial team and Client’s technical assets, particularly the factory-trained engineering team.
Oversee the development, standardisation and continuous improvement of training materials for internal product specialisation and external client-facing clinical applications training.
Ensure the value of clients’s comprehensive service, training and maintenance offering is deeply embedded in every proposal and customer interaction, positioning it as a decisive differentiator.
Personally develop and nurture high-level relationships with key decision-makers (Economic, User and Technical Buyers) within top-tier hospital accounts across Kenya and Tanzania.
Champion the strategic use of framework contracts to secure long-term, high-value partnerships, using successful models as templates for rapid replication.
Collaborate closely with marketing to leverage testimonials, develop targeted case studies and produce collateral that reinforces client’s value proposition and proves outcomes.
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