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The Role
Drive revenue growth by acquiring and managing pharmacy, HMO, and healthcare partners. Own full commercial lifecycle: prospecting, sales presentations, contract negotiation, onboarding, KPI tracking, collections, and SLA resolution. Build account growth plans, increase prescription volumes, execute upsell/cross-sell initiatives, maintain CRM accuracy (Odoo), and relay market intelligence to Product. Champion quality and NAFDAC compliance to ensure partner trust and operational excellence.
Summary Generated by Built In
Role Summary
We are seeking a strategic, execution-driven Business Development and Sales Executive to drive revenue growth, expand pharmacy and HMO partner ecosystem, and serve as the primary commercial owner for key accounts. The ideal candidate will thrive in a fast-paced health-tech environment, demonstrating not only strong commercial acumen and negotiation skills but also the operational discipline to manage the full partner lifecycle from acquisition and onboarding to financial reconciliation and service excellence. This role requires a self-starter who can act as a bridge between our partners and our internal product/operations teams, consistently delivering measurable business outcomes while championing commitment to quality and trust.
Key Responsibilities
Business Development
- Proactively prospect, identify, and close new revenue opportunities across pharmacy, HMO, and healthcare partners.
- Drive acquisition of new pharmacy and HMO partners
- Coordinate with internal departments to ensure seamless partner onboarding and implementation of sales agreements.
Sales
- Conduct high-quality sales presentations, product demonstrations, and negotiations to secure long-term commercial and partnership agreements.
- Manage and accelerate the full sales cycle from lead qualification to contract execution and onboarding.
- Achieve monthly, quarterly, and annual revenue targets, while tracking performance against these goals.
- Regularly review and adjust sales strategies based on performance data to exceed individual and team revenue goals.
Strategic Partnership Growth
- Develop and execute account growth plans
- Increase prescription/order volumes and partner engagement
- Track new partner acquisition rates and partner churn.
- Proactively identify and execute upsell and cross-sell initiatives to drive revenue from existing partners
Relationship Management
- Build and maintain strong relationships with HMOs, pharmacy chains, hospitals, and other healthcare stakeholders
- Conduct regular partner engagement and business review meetings
- Resolve operational and service-related issues proactively
- Drive partner retention, satisfaction, and account growth
- Identify upsell and cross-sell opportunities within existing accounts
- Track partner engagement scores and account growth metrics.
CRM
- Manage the partnership pipeline using CRM tools such as Odoo, or equivalent platforms
- Maintain accurate records of opportunities, follow-ups, forecasts, and partner interactions
- Track CRM data accuracy, activity volume, and pipeline conversion rates.
Reporting & Operational Execution
- Track business KPIs and prepare weekly performance reports.
- Manage the full revenue lifecycle, including active monitoring of collections, payment cycle compliance, and proactive debt resolution.
- Champion quality and safety standards (NAFDAC compliance) to partners, positioning trust as a key competitive advantage.
- Serve as the primary point of contact for resolving fulfillment, stock, or delivery discrepancies for assigned partners, ensuring service level agreements (SLAs) align with partner expectations.
- Collaborate with internal teams to improve service delivery and operational efficiency.
- Track collection efficiency, receivables aging, and SLA compliance for partner fulfillment.
Market Intelligence
- Analyze market trends, competitor activities, and growth opportunities.
- Capture and report real-time market data, partner feature requests, and usability issues to the Product team to drive continuous platform improvement.
Requirements
- Bachelor’s Degree (BSc/HND) in: Business Administration, Marketing, Pharmacy, Health Management, Public Health, Economics, Biological Sciences, or a related discipline
- 4–7 years of experience in: Business Development, Key Account or Partnership Management, Healthcare or Pharmaceutical Sales, HMO Relationship Management, or Health-tech or B2B healthcare environments
- Experience in the following industries are strongly preferred: Health-tech companies, HMOs, Pharmaceutical distribution companies, Pharmacy chains, Healthcare SaaS companies, Digital healthcare platforms and Medical diagnostics companies
Added Advantage
- Experience working in health-tech startups or fast-paced environments
- Knowledge of healthcare operations and HMO ecosystems
- Professional certifications in Sales, CRM, Business Development, or Healthcare Management
KPIs / Success Metrics
Performance in this role will be measured by:
- Revenue growth from pharmacy and HMO partners
- New partner acquisition and retention rates
- Pipeline conversion rate
- Monthly order and revenue growth
- CRM reporting accuracy and consistency
- Collection efficiency and receivables follow-up
- Partner churn and engagement scores
- Receivables aging and SLA compliance
- Upsell and cross-sell revenue and conversion rates
- Activity volume and CRM data accuracy
Skills Required
- Bachelor's degree (BSc/HND) in Business Administration, Marketing, Pharmacy, Health Management, Public Health, Economics, Biological Sciences, or related
- 4-7 years experience in Business Development, Key Account/Partnership Management, Healthcare or Pharmaceutical Sales, HMO Relationship Management, or health-tech/B2B healthcare
- Experience managing partnership pipelines and CRM tools such as Odoo or equivalent
- Proven track record closing deals and meeting monthly/quarterly/annual revenue targets
- Knowledge of NAFDAC compliance and healthcare quality/safety standards
- Experience in health-tech companies, HMOs, pharmaceutical distribution, pharmacy chains, healthcare SaaS, digital healthcare platforms, or medical diagnostics
- Experience working in health-tech startups or fast-paced environments
- Knowledge of healthcare operations and HMO ecosystems
- Professional certifications in Sales, CRM, Business Development, or Healthcare Management
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The Company
What We Do
Scalein helps businesses across Africa hire top talent, streamline operations, and grow through integrated recruitment, outsourcing, practical training, and growth consultancy. It connects clients with high-quality, pre-vetted professionals, provides operational teams that reduce the burden of hiring and management, develops workforce and leadership skills, and helps businesses identify opportunities, resolve bottlenecks, and build scalable systems and processes for sustained, measurable growth.
