Institutional Sales Manager

1 day ago
Nigeria Sunbeth Global Concepts Limited Full-time

 

  • 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.


  • 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.


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