National Sales Manager at Harleys Limited

• Job Type Full Time
• Qualification BA/BSc/HND , MBA/MSc/MA
• Experience 10 years
• Location Nairobi
• Job Field Sales and Business Development
• Route to Market & Distribution Optimization: Design and optimize route-to-market strategies to enhance direct distribution efficiency, strengthen market coverage and improve access across retail and institutional channels. Evaluate and continuously improve distribution infrastructure, networks and operating parameters to ensure consistent product availability and efficient supply to key hospitals, healthcare institutions, pharmacies and other strategic accounts.
• Strategic Key Account Management: Develop and manage long­term relationships with Tier A and B hospitals across the country. Lead contract negotiations and renewals to ensure favorable terms aligned with business goals. Conduct quarterly business reviews with key clients to strengthen partnerships. Oversee the Implementation and follow up implementation of planogram working closely with Key Account Executives to validate planogram compliance. services.
• Commercial Strategy and Planning: Contribute to annual strategic business planning and quarterly commercial reviews, supported by market and competitor assessments and industry benchmarking. Develop annual sales targets and brand-level budgets, incorporating market trends, new product launches, campaigns, pricing adjustments and advertising and promotional (A&P) activities. Manage and monitor marketing initiatives against agreed objectives, budgets, KPls and return on investment (ROI), ensuring effective resource allocation, performance evaluation and timely reporting to drive sustainable business growth.
• Supplier Management: Serve as the primary contact for suppliers, building and maintaining strong, collaborative relationships through regular engagements and business reviews. Coordinate supplier meetings, business reviews, trade visits and monthly reporting, ensuring timely follow-up on queries and agreed actions. Collaborate with suppliers on new product development (NPD), brand strategies, commercial targets and growth initiatives while ensuring compliance with supplier requirements relating to storage, logistics, distribution, sales activities and pricing structures.
• Bachelor's Degree in Sales and Marketing or any other equivalent. MBA will be an advantage
• At least 10 years of experience in all aspects of developing and managing marketing and sales strategies, with at least 5 years of experience in senior National Retail or Trade Sales management role in the pharmaceutical, FMCG or healthcare industry.
• Proven track record of managing key institution accounts in the pharmaceutical or healthcare distribution.•
• Demonstrated experience leading and developing large, geographically dispersed sales teams, including regional and area managers.
• Strong commercial acumen, including pricing, trade terms, margin management, budgeting and sales forecasting.
• Excellent negotiation and key account management skills, with the ability to build lasting relationships with chain pharmacies, wholesalers and distributors.