Key Accounts Manager – Institutional Business

About the role

The Key Accounts Manager – Institutional Business will lead Dawa Life Sciences’ relationships with major public‑sector healthcare customers. Based in Nairobi, the role focuses on growing sales, securing tenders and ensuring reliable product supply to county governments, hospitals and other institutional buyers.

Key responsibilities

• Manage, retain and profitably grow assigned institutional accounts, including county governments, public and mission hospitals, and corporate healthcare institutions.
• Achieve monthly, quarterly and annual sales, gross‑profit and collection targets.
• Support strategic accounts such as KEMSA, MEDS, donor‑funded programmes and national tenders.
• Coordinate tender documentation, submission and post‑award contract implementation.
• Engage County Health Departments, monitor procurement plans and budgets, and gather market intelligence.
• Build relationships with procurement officers, pharmacists, medical superintendents and hospital administrators; conduct product presentations and education sessions.
• Drive portfolio growth through cross‑selling and new product introductions.
• Represent Dawa at institutional healthcare forums, stakeholder meetings and scientific engagements.

Required profile

• Bachelor’s degree in Pharmacy, Business Administration, Sales & Marketing, Commerce or a related discipline.
• Minimum 5 years of pharmaceutical sales experience, with at least 3 years managing institutional accounts.
• Proven experience with public healthcare institutions, county governments and tender management.
• Demonstrated track record of meeting sales and collection targets.
• Strong negotiation and relationship‑building abilities.
• Preferred: professional sales/marketing qualification, pharmaceutical industry certification, or experience with framework contracts and donor‑funded procurement.