National Sales Manager

About the role

Harleys Limited is hiring a full-time National Sales Manager in Nairobi, Kenya, to design route-to-market strategies and manage key accounts and supplier relationships to drive commercial growth. The role is on-site and requires a bachelor's degree in Sales and Marketing, at least 10 years of experience developing sales strategies, including 5 years in senior national retail or trade sales management in pharmaceutical or FMCG within a healthcare distribution environment.

Key responsibilities

• Design and optimize route-to-market strategies to improve direct distribution efficiency, market coverage and access across retail and institutional channels, and evaluate and improve distribution infrastructure and networks so products are consistently available to key hospitals, healthcare institutions, pharmacies and other strategic accounts.
• Develop and manage long-term relationships with Tier A and B hospitals across the country, lead contract negotiations and renewals, conduct quarterly business reviews, and oversee the implementation and follow-up of planogram plans with Key Account Executives.
• Contribute to annual strategic business planning and quarterly commercial reviews, develop annual sales targets and brand-level budgets, and manage marketing initiatives against objectives, budgets, KPIs and ROI.
• Serve as the primary contact for suppliers, coordinate meetings, business reviews, trade visits and monthly reporting, and collaborate on new product development, brand strategy and commercial targets while ensuring compliance with supplier requirements on storage, logistics, distribution, sales and pricing.

Required profile

• Bachelor's degree in Sales and Marketing or an equivalent; an MBA is an advantage.
• At least 10 years of experience developing and managing marketing and sales strategies, with at least 5 years in a senior national retail or trade sales management role in pharmaceutical, FMCG or healthcare.
• Proven track record managing key institution accounts in pharmaceutical or healthcare distribution.
• Demonstrated experience leading and developing large, geographically dispersed sales teams, including regional and area managers.

Required skills

• Strong commercial acumen: pricing, trade terms, margin management, budgeting and sales forecasting.
• Negotiation and key account management skills, able to build relationships with chain pharmacies, wholesalers and distributors.

To apply, candidates use the application link provided in the listing.