Sales Manager - Pharmaceutical Portfolio at Omnichannel International

Sales Manager - Pharmaceutical Portfolio at Omnichannel International | Iko Kazi

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.