Commercial & Technical Sales Manager – Health Care

About the role

The client, a leading medical equipment and healthcare technology company, seeks an experienced Commercial & Technical Sales Manager to drive revenue growth and expand market share across Kenya and the wider East African region.

Key responsibilities

• Own and execute the 2026‑2027 Market Leadership & Regional Expansion Plan, aligning activities with aggressive growth targets.
• Lead pipeline acceleration initiatives, improve conversion rates and shorten sales cycles.
• Develop data‑driven strategic account targeting to penetrate high‑value hospitals currently dominated by competitors.
• Create competitive displacement strategies, including value propositions and objection‑handling frameworks.
• Institutionalise multi‑year framework contracts as the preferred commercial model for strategic accounts.
• Conduct regular pipeline reviews, coaching sessions and enforce accountability through a transparent performance framework.
• Champion consistent CRM usage for pipeline management, forecasting and decision‑making.
• Mentor and build a high‑performance sales team, fostering a culture of accountability and success.

Required profile

• Bachelor’s degree in a relevant engineering, health sciences or business field.
• 7‑10 years progressive experience in medical devices or healthcare capital equipment, preferably with ventilators or critical‑care technologies.
• 3‑5 years in sales leadership with a proven record of turning around under‑performing teams and achieving aggressive targets.
• Hybrid clinical/technical background combined with strong commercial acumen.
• Willingness to travel extensively across Kenya, Tanzania, Uganda, Rwanda and Ethiopia.

Required skills

• Proficiency with modern CRM platforms.
• Data‑driven sales management techniques.
• Technical understanding of medical equipment, especially ventilators and critical‑care devices.