Key Accounts Manager

About Bioniche Limited

Bioniche Limited is a specialized pharmaceutical and health technology company based in Kenya, supplying hospitals and healthcare providers with registered products, health technologies under registration, and hard-to-source medicines via institutional, named-patient/UHPT, and special-order channels. The company services a diverse range of healthcare facilities, including national referral, public, county, private, and mission hospitals, cancer centers, specialist clinics, and hospital pharmacies throughout Kenya.

Role Overview

We are looking for a commercially savvy and seasoned Key Accounts Manager to oversee strategic hospital accounts and lead our tender business. This position involves managing long-term relationships, spotting institutional opportunities, overseeing tender processes from start to contract execution, and achieving sales, profitability, and collections targets.

Key Responsibilities

• Create and execute account plans for assigned hospitals and healthcare institutions.
• Establish and maintain strong connections with hospital leadership, procurement, pharmacy, clinical, and finance personnel.
• Identify client needs and provide suitable product, access, and supply solutions.
• Increase sales, profitability, and product utilization within existing accounts.
• Explore and onboard new institutional clients across Kenya.
• Prepare quotations, negotiate commercial terms, and follow through on Purchase Orders.
• Oversee coordination of orders, deliveries, invoicing, and payment collection.
• Keep precise sales pipelines and generate dependable demand forecasts.
• Conduct regular client visits, presentations, and review meetings.
• Identify and pursue pharmaceutical, medical device, and health technology tender opportunities.
• Manage hospital prequalification, supplier registration, and onboarding processes.
• Evaluate tender requirements and make informed bid decisions.
• Compile and submit thorough, accurate, and competitive tender bids within deadlines.
• Coordinate pricing, technical specs, product documentation, regulatory and commercial approvals.
• Maintain an organized and updated tender and compliance documents repository.
• Handle tender clarifications, negotiations, contract awards, and post-award obligations.
• Collaborate with regulatory, quality, finance, supply chain, and international manufacturing teams.
• Monitor tender outcomes, competitor actions, pricing strategies, and reasons behind bid successes or failures.
• Ensure contract fulfillment aligns with agreed quantities, specifications, and timelines.
• Meet monthly, quarterly, and annual sales and margin goals.
• Provide regular reports on key accounts, tenders, pipeline status, and market intelligence.
• Track customer credit exposure and pursue overdue payments.
• Support product launches, institutional listings, and access initiatives.
• Represent the company professionally at customer engagements and industry events.

Qualifications and Experience

• Bachelor’s degree or Diploma in Pharmacy, Life Sciences, Health Sciences, Business, Marketing, or related disciplines.
• Minimum of two years relevant experience in pharmaceutical, medical device, or health technology sales.
• Proven track record managing hospital key accounts and institutional tenders in Kenya.
• Solid understanding of hospital procurement, supplier prequalification, and tender submission processes.
• History of meeting sales targets and growing strategic institutional accounts.
• Strong skills in proposal drafting, pricing strategies, negotiation, and client presentations.
• Excellent relationship management and stakeholder engagement capabilities.
• Proficiency with Quickbooks, Microsoft Excel, Word, PowerPoint, and CRM or sales management software.
• Demonstrated integrity, accuracy, accountability, and respect for confidentiality.
• Capability to work independently, prioritize competing deadlines, and travel within Kenya.

Additional Advantages

• Established contacts within Kenyan hospitals and healthcare procurement departments.
• Experience with oncology, specialty medications, interventional devices, or hospital technologies.
• Familiarity with named-patient/UHPT supply and special-order product channels.
• Experience handling tenders in public sector, county, private, or mission hospital contexts.

Application Instructions

Interested and qualified candidates should submit their CV and a cover letter highlighting their accomplishments in key-account and tender management to the company email. Applications will be reviewed continuously until the position is filled. Only shortlisted applicants will be contacted.