Key Accounts Manager

Overview

Key Accounts Manager Jobs in Nairobi County, Kenya at DP World

Title: Key Accounts Manager

Company: DP World

Location: Nairobi County, Kenya

Job Context

We are seeking a results-driven and commercially focused Key Accounts Manager to drive sustainable sales growth and strengthen strategic customer relationships within the healthcare sector. The successful candidate will be responsible for developing key accounts, identifying new business opportunities, expanding market share, and ensuring the achievement of sales objectives across the assigned territory.

The role requires a strong understanding of the pharmaceutical and healthcare landscape, with a particular focus on OTC products, pharmacy and hospital channels. The incumbent will work closely with customers, distributors, and internal teams to deliver exceptional customer experiences, execute sales strategies, and drive business performance.

Key Performance Areas (KPAs)

Sales Growth & Business Development

• Develop and implement account plans to achieve sales, growth, and market share objectives.
• Identify, pursue, and secure new business opportunities within assigned accounts and territories.
• Grow and maintain strategic relationships with existing customers to maximize revenue potential.
• Deliver territory sales targets through effective execution of business strategies.

Account & Stakeholder Management

• Build and maintain strong relationships with key stakeholders, customers, healthcare professionals, pharmacies, hospitals, and distributors.
• Monitor and coordinate sales execution activities across assigned accounts.
• Enhance customer engagement by identifying needs and delivering value-added solutions.
• Serve as the primary point of contact for key account management activities.

Business Planning & Analysis

• Utilize multiple data sources to analyse regional performance trends and identify opportunities for growth.
• Develop insight-driven business plans and recommendations to improve account performance.
• Monitor competitor activity, market dynamics, and customer trends to support strategic decision-making.

Operational Excellence

• Ensure accurate and timely reporting of customer interactions, sales activities, and performance metrics through CRM/SFE systems and KAM reports.
• Monitor stock availability within customer accounts and proactively escalate stock-out risks.
• Collaborate with distributors to ensure timely collections and adherence to payment terms.
• Ensure compliance with company policies, procedures, and reporting standards.

Leadership & Collaboration

• Promote a transparent, customer-centric, and results-focused culture.
• Collaborate effectively with cross-functional teams to enhance the customer journey and business outcomes.
• Support coaching, mentoring, and performance development initiatives within the broader sales team where required.

Qualifications Required

• Bachelor’s Degree in Life Sciences, Pharmacy, Business Management, Sales & Marketing, or a related field.
• Additional sales, marketing, or key account management certifications will be advantageous.

Skills and Experience Required

• Minimum 5 years’ experience within the pharmaceutical industry, with a strong OTC focus.
• Demonstrated experience in healthcare professional (HCP) segmentation, targeting, and customer engagement.
• Experience working within pharmacy and hospital channel environments.
• Proven track record of consistently achieving and exceeding sales targets.
• Experience managing sales teams and coaching high-performing teams.
• Exposure to East African markets is preferred, with Ethiopia market experience considered advantageous.
• Strong commercial and business acumen.
• Excellent sales, negotiation, and relationship management skills.
• Advanced proficiency in Microsoft Office Suite.
• Experience using CRM and sales force effectiveness (SFE) tools is advantageous.
• Strong analytical, problem-solving, and decision-making abilities.
• Excellent verbal and written communication skills.
• Effective presentation and stakeholder influencing capabilities.
• Strong planning, organizational, and multitasking skills.
• Ability to work cross-functionally and deliver results in a fast-paced environment.
• High level of accountability, resilience, and customer focus.

About DP World

Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally.

With a dedicated, diverse and professional team of more than 111,000 employees from 159 nationalities, spanning 77 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that’s fit for the future.

We’re rapidly transforming and integrating our businesses — Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.

What's more, we're reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we’re at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimising disruptions from the factory floor to the customer’s door.

DP World is on a mission to transcend boundaries and bridge the gap between all nations and cultures – not just in what we do but also in how we behave.

We are dedicated to creating a culture where everyone feels respected, supported, and empowered to reach their full potential. We believe that embracing inclusion and diversity, drives innovation and growth and helps us connect people, businesses, and societies. Free minds and different perspectives are changing our world, and together we can change what’s possible.

WE MAKE TRADE FLOW TO CHANGE WHAT'S POSSIBLE FOR EVERYONE.

EEO Statement

DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion, or belief.

By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.