Head of Sales

Job Description/Requirements
Job Title:
Head of Sales – Pharmaceutical

Location:
Eldoret, with frequent travel across the Western and Nyanza region

Reports To:
Commercial Director / Country Sales Head

Industry:
Pharmaceuticals

Experience Level:
Senior Management

Minimum Experience Required:
10+ years in sales, with at least 3 years in a leadership role within the pharmaceutical industry

Job Purpose
Our client is seeking an experienced and results-driven Head of Sales to lead and drive the company's pharmaceutical sales operations in the Western and Nyanza regions. The ideal candidate must possess a strong background in pharma sales (B2B and B2C), in-depth knowledge of the regional healthcare market, and proven leadership in managing high-performing sales teams.

Key Responsibilities

• Develop and implement effective regional sales strategies and tactical plans aligned with overall business objectives.
• Lead, mentor, and manage the regional sales team to ensure achievement of sales targets and KPIs.
• Build and maintain strong relationships with key customers including hospitals, healthcare institutions, pharmaceutical distributors, and procurement departments.
• Identify market gaps and customer needs and provide data-driven insights to support product positioning and service delivery.
• Monitor competitor activity, market trends, and customer feedback to refine strategies and maintain competitive advantage.
• Collaborate with marketing and product teams to drive promotional initiatives and brand visibility in the region.
• Oversee sales reporting and performance analysis, ensuring timely and accurate forecasting and pipeline management.
• Ensure compliance with company policies and regulatory requirements within the region.

Key Requirements

• Bachelor's degree Sales & Marketing or relevant business field
• Minimum 10 years of progressive experience in pharmaceutical sales, with at least 3 years in a sales leadership role.
• Strong understanding of the Western and Nyanza regional market, with established working relationships with key healthcare players.
• Proven experience in managing a team of 8–10 Sales Team Leaders
• Strong data reporting and analysis skills
• Proven track record in B2B and B2C sales within the pharmaceutical or healthcare industry.
• Demonstrated ability to lead, coach, and develop sales teams to achieve high performance.
• Strong technical knowledge of pharma products and solutions.
• Excellent communication, negotiation, and networking skills.
• Strategic thinker with the ability to execute and deliver results in a dynamic environment.
• Willingness to travel frequently within the region.