Sales Manager

International Clinical Laboratories (ICL) is one of the largest of independent clinical diagnostic centers on the African continent. ICL has opened its door for service in 2004 with the aim of “contributing to the maintenance and enhancement of the quality of life throughout Ethiopia” by encompassing a system of human and physical resources designed to meet the changing healthcare needs of the population it serves.

It is the only laboratory accredited by the USA based Joint Commission International (JCI) five times in a row. The laboratory provides more than 3000 tests in collaboration with its referral laboratories.

ICL would like to fill the following vacant positions under the Business Development Department by inviting all qualified and competent applicants:

Required No: –                 1 (one)  

Employment Status:         permanent

Report to     :                   Business Development Director

Location       :                   AA1 (Addis Ababa)

Department :                   Business Development Department

Salary          :                   As per the company scale

Qualification and Experience:

• Education: Bachelor’s degree in Sales and Marketing, Medical Laboratory Science, Medicine, Pharmacy, or related Health Sciences. Candidates with a health/medical background and added commercial or sales training/experience are strongly preferred.
• Experience: 2+ years of progressive experience in sales, account management, or commercial health-service promotion within a clinical laboratory, pharmaceutical, or healthcare setting. Experience leading or coordinating team activities is an asset.

Required Skills:

• Expert Microsoft Office skills (Excel, Word, PowerPoint)
• fluent oral and written English and Amharic.

RESPONSIBILITIES

• Develop and execute monthly, quarterly, and annual sales plans to achieve organizational diagnostic volume and revenue targets.
• Set, monitor, and evaluate sales Key Performance Indicators (KPIs)—including Health institution visit frequencies, test volumes, account retention, and conversion rates—for sales personnel.
• Identify high-yield commercial accounts across private hospitals, specialized referral clinics, diagnostic centers, and corporate healthcare schemes.
• Track local diagnostic trends, competitor test menus, and clinician referral patterns to identify commercial opportunities.
• Compile and present regular sales performance dashboards, pipeline updates, and field intelligence reports to senior management.

2. Direct & Regional Sales Force Supervision

• Directly lead, mentor, and monitor Sales Officers and Regional CSC Supervisors in daily territory management, clinical detailing, B2B client acquisition, and achievement of localized commercial targets.
• Accompany Sales Officers and regional teams on key doctor detailing visits, institutional presentations, high-value contract negotiations, and strategic account onboarding.
• Implement structured daily call planning and client visit logs to maximize field coverage, sales conversion, and territory growth.
• Guide Regional CSC Supervisors in mapping local healthcare ecosystems, including referral clinics, regional hospitals, and health centers, and executing structured sales outreach.
• Review weekly regional sales logs, doctor visits, and signed institutional agreements to monitor commercial performance and ensure accountability.
• Coach the sales force on scientific value propositions, objection handling, and consultative selling in clinical settings.
• Conduct periodic regional field visits to assess commercial performance, support high-value account acquisition, and identify and resolve operational bottlenecks.

Key Account Management & Cross-Functional Alignment

• Maintain long-term relationships with key medical practitioners, clinic heads, and laboratory directors to ensure sustained referral flow.
• Liaise with the Technical and Pathology departments to translate test parameters and diagnostic profiles into clear commercial messaging.
• Collaborate with Client Relations and Customer Service teams to resolve client inquiries and turnaround time concerns promptly.

Quality Standards & Ethical Compliance

• Ensure all sales activities and doctor interactions adhere to ethical healthcare marketing practices and corporate policies.
• Comply with JCI quality requirements, statutory health regulations, and environmental standards.

Salary: – As per the company scale