Institutional Sales Manager

Job Summary

The Institutional Sales Manager at Sunbeth Healthcare, a sister company of Sunbeth Global Concepts will be responsible for establishing and scaling Sunbeth Healthcare’s institutional sales channel, securing vendor registrations, purchase commitments, and sales opportunities ahead of product availability. The role will drive the acquisition and growth of high-value institutional accounts across public, private, and donor-funded healthcare systems, including tender management and contract execution.

Job Details

• Build the institutional sales plan each year: target accounts, segment priorities, volume and value targets, pricing approach and resource needs.
• Map the top 50 target institutions, their decision makers (CMDs, heads of pharmacy, procurement, laboratory and nursing) and their buying cycles and budget dates.
• Keep a written account plan for every priority account, reviewed quarterly.
• Complete vendor registration and prequalification with target hospitals, state agencies, NGOs and HMOs.
• Secure signed purchase commitments, framework agreements or letters of intent.
• Engage buyers on products not yet registered with NAFDAC only within the pre-registration guidance approved by the MD.
• Track federal, state and donor tender opportunities and maintain a bid calendar.
• Lead bid preparation with Regulatory, the Superintendent Pharmacists, Finance and Legal: technical files, certificates, pricing, delivery schedules and bid security.
• Keep corporate prequalification documents current: Bureau of Public Procurement and state registrations, statutory compliance certificates, NAFDAC and PCN licences.
• Meet donor quality requirements where they apply, including WHO prequalification and, for HIV, hepatitis B and hepatitis C test kits, NASCP national algorithm listing.
• Manage awarded contracts to delivery, invoicing and close-out.
• Own the relationship with each assigned account at clinical, pharmacy, procurement and executive level.
• Hold quarterly business reviews with priority accounts covering volumes, service levels, complaints and new needs.
• Grow share of wallet through the portfolio: devices, diagnostics, supplies, medicines and nutraceuticals.
• Arrange product demonstrations, in-service training and user support with the supplier or Sunbeth technical staff.
• Route technical and regulatory queries to the Superintendent Pharmacists.
• Report every product complaint, quality issue or suspected adverse event to the Superintendent Pharmacist within 24 hours.
• Quote within the approved price list and discount bands.
• Keep every account, contact, opportunity and tender in the CRM, updated weekly.
• Submit a monthly rolling institutional demand forecast by SKU to feed purchasing and stock planning.
• Report competitor pricing, tender awards, new entrants and policy changes affecting institutional demand.

Requirements

• First degree in Pharmacy, Medical Laboratory Science, Nursing, Biomedical Engineering, a life science or Business
• MBA or postgraduate business qualification; current PCN or MDCN registration; CIPS or a recognised procurement qualification.
• 8 years in pharmaceutical, medical device or diagnostics sales in Nigeria, with at least 4 years in institutional, key account or tender sales.
• Verifiable record of won tenders or framework contracts with federal or state health institutions, and of accounts with private hospital groups.
• Sales to NGOs, faith-based networks or donor-funded programmes (Global Fund, PEPFAR implementing partners, UN agencies), and to HMOs.
• Experience in a start-up or new market entry, building accounts from zero.
• NAFDAC product registration and Good Storage and Distribution Practice, PCN premises licensing, NHIA and HMO operations.
• Valid Nigerian driver's licence and willingness to travel nationally at short notice.

About Company

Sunbeth Global Concepts Limited

Sunbeth Global Concepts is a global agro-commodities sourcing and trading company empowering farmers and creating socio-economic impact through strategic partnerships, innovation, and industry expertise.