30 Mar 2020

Senior Sales Specialist – Kenya at Beckman Coulter Diagnostics

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At Beckman Coulter, we are dedicated to advancing and optimizing the laboratory to move science and health care forward. For more than 80 years, we have been a trusted partner for laboratory professionals, helping to augment scientific research and patient care.


Lead and manage the sale of company products within an assigned territory or geographic region. Provide expertise and service to customers. Ensure and coordinate the gathering of data on marketing trends, competitive products and pricing. Key focal area for relationships with customers and influences the acceptance and use of Company products. Lead and manage the identification and profiling of key accounts. Responsible for negotiation of contracts. Ensure compliance with applicable laws.


Accountability and Impact:

  • Ensures projects are completed on time within budget and manages the development of processes and procedures to implement functional strategies
  • Decisions and results have a considerable mid-term impact on department operations and resources in the mid-term
  • Meet regulatory requirements and establish policies and procedures

Problem Solving and Innovation:

Resolves operational problems though collaboration with other Beckman Coulter stakeholders and coordinates resources to meet operational objectives within own area.

Role and Responsibilities:

Distributor Management: Monitoring performance, managing compliance, inventory, payments, retaining distributors in case of issues; strategic management, inventory planning, managing customer pressure relief, planning for future expansion.

Coordination with stakeholders: Dealing with stakeholders in service, customers and the upper management to handle issues. Exposure to and involvement in projects and assignments at National level; possibly some at International level.

Business strategy development: Identifying key strategic accounts, dealing with the competition, identifying the strategy to be used in different locations; managing resource deployment, understanding expectation from the market and monitoring against target.

Funnel Analysis: Using the tool available to manage SFDC.

Daily Management: Business management and work closely with distributors on tender management.

KOLs: Responsible for stakeholder mapping and maintain relationships with these key leaders.

Forecasting: Forecast management

Problem Solving/Crisis Management: Being the point of contact in dealing with the issues of internal and external stakeholders.

Key Performance Areas:

  • Sales Specialist Regional Team Management including Sales L1 KPI monthly management.
  • Internal Coordination with Stakeholders
  • Business Strategy Development
  • Distributor Management
  • Funnel Analysis – SFDC Sales Funnel Management
  • Monthly Forecasting and Budget management
  • Problem Solving/Crisis Management
  • Approving Pricing and Cash Quotes and Increases.
  • Providing Quality Sales Training
  • Managing Tender Renewals
  • Talent Recruitment, Development and Retention.
  • General SLA management with Key Customers.


  • Bachelor’s degree in (B.Sc Medical Sciences, Clinical Pathology or equivalent qualification with 5+ years’ experience)
  • Business management diploma an added advantage
  • System Knowledge: Oracle, Business Objects, SFDC and SharePoint
  • Microsoft Office Suite – MS Word, Power Point, Excel, Outlook and One Note

Preferred Skills:

  • Computer software skills – MS Office, email, etc
  • Medical/Healthcare industry knowledge and experience
  • Territory Management
  • Sales and KOL development
  • Strategic Management
  • Managing Topline and Profit for the region.
  • Strong funnel Management
  • Managing Tender / Large Business and ability to deal with government customer’s requirement
  • Strong Distributor Management.

Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law

      Method of Application

Submit your CV and Application on Company Website : Click Here

Closing Date : 28 May, 2020


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