Sales Representatives

Sales Representatives

• Job Type Full Time
• Qualification BA/BSc/HND , Diploma
• Experience 2 years
• Location Nairobi
• Job Field Sales and Business Development

Job Summary

• We are seeking two proactive, results-driven, and customer-focused Sales Representatives / Territory Developers to drive sales growth and expand our market presence through the development of new business accounts and the management of existing customers.
• The successful candidates will be responsible for identifying, prospecting, and developing business opportunities across pharmacies, hospitals, physiotherapy clinics, rehabilitation centres, and other relevant healthcare institutions.
• The role requires individuals with proven experience in medical equipment, medical devices, pharmaceutical products, or other healthcare-related product sales, with a strong ability to build professional relationships, demonstrate products, negotiate sales, and convert leads into long-term customers.
• The ideal candidates should have a strong commercial mindset, excellent communication and negotiation skills, and a proven track record of acquiring new accounts and achieving sales targets.
• They should be comfortable conducting field visits, delivering product demonstrations, coordinating product activations, following up on orders and payments, and maintaining accurate customer and sales records. Candidates with a background in physiotherapy, clinical practice, rehabilitation, or medical equipment sales will have a distinct advantage.

Key Responsibilities

• Business Development and New Account Acquisition

• Identify, prospect, and develop new business opportunities within assigned territories.

• Establish and grow relationships with pharmacies, hospitals, physiotherapy clinics, rehabilitation centres, medical practices, and other relevant healthcare providers.

• Proactively identify decision-makers, including hospital administrators, procurement officers, pharmacists, physiotherapists, clinicians, and business owners.

• Conduct cold calls, field prospecting, scheduled visits, referrals, and other business development activities to generate qualified leads.

• Present the company's products and value proposition to prospective customers and convert prospects into active accounts.

• Develop and implement territory-specific sales plans to achieve customer acquisition, revenue, and market penetration targets.

• Maintain a healthy pipeline of prospective customers and consistently follow up on leads until conversion.

• Identify opportunities to introduce new products to existing customers and expand account value.

• Monitor competitor activities, pricing, customer preferences, and market trends to identify opportunities for business growth.

• Medical Equipment and Healthcare Product Sales

• Promote and sell medical equipment, rehabilitation products, physiotherapy equipment, medical devices, and other assigned healthcare products.

• Understand product features, specifications, benefits, applications, and competitive advantages to communicate value effectively to customers.

• Assess customer requirements and recommend appropriate products based on their operational, clinical, or business needs.

• Conduct professional product presentations and demonstrations for healthcare professionals, procurement teams, and other relevant stakeholders.

• Explain product usage, functionality, maintenance requirements, and relevant safety considerations within the scope of product training and authorization.

• Coordinate product trials, demonstrations, and evaluations where applicable.

• Work with technical, clinical, or service teams to address product-related questions and support customer requirements.

• Ensure that all product information and sales representations are accurate and consistent with approved product claims and applicable requirements.

• Account Management and Customer Relationship Development

• Build and maintain strong, long-term relationships with existing customers to encourage repeat business and customer loyalty.

• Conduct regular customer visits to assess satisfaction, identify additional needs, and generate repeat orders.

• Maintain an up-to-date database of customer contacts, purchasing patterns, product preferences, and business opportunities.

• Identify cross-selling and upselling opportunities across the company's product portfolio.

• Respond promptly to customer enquiries, complaints, and requests for quotations or product information.

• Coordinate with internal teams to ensure timely order processing, delivery, installation, training, or after-sales support, where applicable.

• Maintain regular communication with key accounts and develop account plans for high-potential customers.

• Product Demonstrations, Activations, and Market Development

• Plan and execute product demonstrations, promotional campaigns, customer education sessions, and product activations.

• Organize demonstrations at hospitals, pharmacies, physiotherapy clinics, rehabilitation centres, and other relevant facilities.

• Support product launches, trade exhibitions, healthcare events, professional forums, and other marketing initiatives.

• Identify suitable opportunities to increase product visibility and awareness among healthcare professionals and institutional buyers.

• Gather customer feedback during demonstrations and activations and communicate insights to the sales and marketing teams.

• Track leads generated from activations and ensure timely follow-up and conversion into sales.

• Sales Target Achievement and Territory Management

• Work towards achieving monthly, quarterly, and annual sales targets.

• Develop and maintain an effective territory coverage plan, ensuring consistent engagement with existing and prospective accounts.

• Prioritize high-potential customers and sales opportunities to maximize revenue and territory growth.

• Prepare sales forecasts and provide regular updates on pipeline value, expected orders, and potential challenges.

• Monitor sales performance against targets and take corrective action where necessary.

• Identify opportunities to improve market share, customer coverage, product penetration, and revenue generation within the assigned territory.

• Order Processing, Collections, and Payment Follow-Up

• Prepare and submit quotations, proposals, order requests, and other sales documentation in accordance with company procedures.

• Follow up on customer orders to support timely processing, fulfilment, and delivery.

• Coordinate with finance, stores, logistics, and other relevant departments to resolve order-related issues.

• Monitor outstanding customer invoices and proactively follow up on payments in line with agreed credit terms and company policies.

• Support the collection of overdue accounts and promptly escalate payment delays or credit concerns.

• Maintain accurate records of orders, invoices, customer commitments, and collection follow-ups.

• Balance sales growth with responsible credit management and customer relationship preservation.

• CRM Management, Reporting, and Administration

• Record all customer visits, calls, meetings, demonstrations, leads, opportunities, and follow-up actions in the company's CRM system.

• Maintain accurate and up-to-date customer and prospect information.

• Submit weekly sales reports covering customer visits, new leads, accounts opened, sales achieved, pending orders, collections, and pipeline opportunities.

• Prepare regular territory performance updates, sales forecasts, and competitor intelligence reports.

• Maintain a clear schedule of planned customer visits and ensure that follow-up commitments are completed on time.

• Ensure sales activities and documentation comply with company policies and reporting requirements.

• Provide accurate information to management to support sales planning, forecasting, and decision-making.

• Qualifications and Experience

• Minimum Requirements

• A diploma or degree in Sales and Marketing, Business Administration, Medical Sales, Biomedical Engineering, Clinical Medicine, Physiotherapy, Pharmacy, or another relevant field.

• At least two (2) years of demonstrable experience in medical equipment, medical devices, pharmaceutical products, healthcare supplies, or related B2B sales.

• A proven track record of acquiring new customers and converting prospects into active revenue-generating accounts.

• Demonstrated experience selling medical equipment or healthcare products to hospitals, pharmacies, clinics, rehabilitation centres, or