Key Accounts Manager – Institutional Business

Dawa Life Sciences, established in 1994, is a pharmaceutical company based in Nairobi, Kenya, specializing in the healthcare and pharmaceutical sector.

The Key Accounts Manager will be responsible for overseeing and expanding a portfolio of institutional clients, ensuring the achievement of monthly, quarterly, and annual sales, gross profit, and collection objectives. This includes providing support for strategic accounts like KEMSA and MEDS, managing donor-funded programs, and coordinating national tenders from documentation to post-award implementation. The role also involves engaging with County Health Departments, monitoring procurement plans, gathering market intelligence, and preparing sales forecasts.

1. Manage, retain, and profitably grow assigned institutional accounts, including county governments, public, referral, and mission hospitals, faith-based organizations, and corporate healthcare institutions.
2. Achieve monthly, quarterly, and annual sales, gross profit, and collection targets.
3. Support strategic accounts such as KEMSA, MEDS, donor-funded programs, and national tenders.
4. Coordinate tender documentation, submission, and post-award contract implementation.
5. Engage County Health Departments and monitor county procurement plans and budgets.
6. Gather market intelligence and prepare monthly sales forecasts.
7. Build relationships with key decision-makers like procurement officers, pharmacists, medical superintendents, and hospital administrators, conducting product presentations and customer education sessions.
8. Drive portfolio growth through cross-selling and introducing new products within assigned accounts.
9. Represent Dawa Life Sciences at institutional healthcare forums, stakeholder meetings, and scientific engagements.
10. Ensure timely collections and compliance with public procurement regulations and industry ethical standards.

1. Bachelor’s degree in Pharmacy, Business Administration, Sales & Marketing, Commerce, or a related discipline.
2. Minimum of 5 years of experience in pharmaceutical sales, with at least 3 years managing institutional accounts.
3. Demonstrated experience with public healthcare institutions, county governments, and tender management.
4. Proven track record of achieving sales and collection targets.
5. Strong negotiation, relationship-building, and communication skills.
6. Professional sales and marketing qualification or pharmaceutical industry certification (added advantage).
7. Experience with framework contracts and donor-funded procurement (added advantage).
8. Competencies in strategic and analytical thinking, commercial acumen, results orientation, initiative, problem-solving, integrity, and teamwork.