The Role
Leads sales and business development for digital radiology, teleradiology, AI diagnostic, PACS, RIS, and healthcare technology solutions. Develops market strategies, builds hospital and diagnostic-center partnerships, manages complex B2B sales cycles, negotiates contracts, grows recurring revenue, manages key accounts, and leads sales teams. Requires strong healthcare technology knowledge, institutional sales experience, commercial forecasting, relationship management, and solution-selling capabilities.
Summary Generated by Built In
Job Title: Sales & Business Development Manager
Industry: Healthcare Technology / Digital Health
Location: Nairobi, Kenya
1. Job Purpose
Our client is seeking an experienced, commercially driven and results-oriented Sales & Business Development Manager with a strong background in healthcare technology, digital health solutions or medical imaging systems.
The successful candidate will be responsible for driving business growth, expanding market presence and developing strategic partnerships with hospitals, diagnostic centres and healthcare institutions.
The role will focus on commercialising digital radiology solutions, AI-powered diagnostic technologies, teleradiology services and healthcare technology platforms that enhance medical imaging workflows and improve access to specialist radiology services.
2. Key Responsibilities
A. Sales & Business Development
• Develop and implement sales strategies to achieve revenue growth, profitability and market penetration targets.
• Identify and pursue new business opportunities among hospitals, diagnostic centres and healthcare networks.
• Drive sales of digital radiology solutions, teleradiology services and healthcare technology platforms.
• Manage the entire sales cycle, including prospecting, client presentations, solution demonstrations, proposals, negotiations and contract closures.
• Develop and maintain a strong sales pipeline and convert prospects into long-term commercial accounts.
• Explore opportunities for strategic partnerships and business expansion within the healthcare sector.
B. Digital Radiology & Healthcare Technology Solutions
• Promote and commercialise:
o Teleradiology and remote radiology reporting services.
o AI-powered medical imaging and diagnostic solutions.
o Picture Archiving and Communication Systems (PACS).
o Radiology Information Systems (RIS).
o Digital imaging and DICOM-based solutions.
o Cloud-based medical imaging platforms.
o Radiology workflow management and reporting solutions.
• Understand the technical capabilities, clinical applications and commercial benefits of digital radiology solutions.
• Conduct product demonstrations and presentations to hospital management, radiologists, radiographers and healthcare professionals.
• Translate technical features into practical business and clinical benefits for prospective customers.
• Work closely with technical and clinical teams to develop appropriate solutions for healthcare institutions.
C. Market Development & Strategic Partnerships
• Identify emerging opportunities within the digital health, medical imaging and healthcare technology markets.
• Develop relationships with public and private hospitals, diagnostic centres, healthcare groups and specialist medical facilities.
• Research competitor activities, market trends and customer needs to inform commercial strategies.
• Represent the organisation at healthcare conferences, medical exhibitions, radiology forums and industry networking events.
• Build strategic partnerships that support market penetration and sustainable business growth.
D. Client Relationship & Account Management
• Establish and maintain strong relationships with hospital CEOs, medical directors, radiologists, heads of radiology, IT directors and procurement managers.
• Understand customer requirements and recommend appropriate digital radiology solutions.
• Manage key accounts and negotiate service agreements, subscriptions and long-term commercial contracts.
• Drive customer acquisition, retention, satisfaction and account expansion.
• Coordinate with implementation, technical support and clinical teams to ensure successful onboarding and service delivery.
E. Revenue Growth & Commercial Management
• Develop annual sales budgets, revenue forecasts and business development plans.
• Drive recurring revenue through service contracts, subscriptions and strategic client partnerships.
• Monitor sales performance, profitability, customer acquisition costs and conversion rates.
• Identify opportunities for upselling, cross-selling and expanding existing accounts.
• Prepare regular sales reports, market intelligence updates and commercial performance presentations for management.
F. Team Leadership & Performance Management
• Lead, coach and motivate the sales and business development team.
• Set individual and departmental sales targets and monitor performance against agreed KPIs.
• Develop a commercially focused, customer-oriented and high-performing team.
• Provide coaching on solution selling, strategic account management and business development.
Requirements
3. Qualifications & Experience
• Bachelor's degree in Business Administration, Sales & Marketing, Information Technology, Biomedical Engineering, Health Informatics or a related field.
• At least 5–8 years of relevant sales and business development experience within healthcare technology, digital health, medical imaging or healthcare solutions.
• At least 3 years in a sales leadership, business development or key account management position.
• Proven track record in B2B sales involving hospitals, diagnostic centres or healthcare institutions.
• Demonstrable experience selling one or more of the following:
o PACS and RIS solutions.
o Teleradiology services.
o Digital medical imaging platforms.
o AI-powered healthcare or diagnostic solutions.
o Healthcare IT systems and software.
o Medical imaging equipment and associated digital solutions.
• Experience managing complex institutional sales cycles and negotiating commercial agreements.
• Existing relationships within the healthcare and hospital sector will be an added advantage.
4. Key Skills & Competencies
• Strong commercial acumen and business development capabilities.
• Excellent B2B sales, negotiation and contract-closing skills.
• Good understanding of digital radiology and medical imaging technologies.
• Ability to communicate technical solutions to non-technical decision-makers.
• Strong relationship management and stakeholder engagement skills.
• Strategic market development and account management capabilities.
• Excellent presentation, communication and networking skills.
• Strong analytical, forecasting and reporting abilities.
• Results-oriented with the ability to work independently and achieve ambitious targets.
6. Ideal Candidate Profile
The ideal candidate will be a commercially strong healthcare technology professional who understands how hospitals and diagnostic centres operate and has successfully sold technology-driven solutions to healthcare institutions.
Candidates with direct experience in PACS, RIS, teleradiology, digital imaging, healthcare IT, AI-powered diagnostics or medical imaging technology will be strongly preferred.
Skills Required
- Bachelor's degree in Business Administration, Sales and Marketing, Information Technology, Biomedical Engineering, Health Informatics, or a related field
- At least 5-8 years of relevant sales and business development experience in healthcare technology, digital health, medical imaging, or healthcare solutions
- At least 3 years of experience in sales leadership, business development, or key account management
- Proven B2B sales track record involving hospitals, diagnostic centres, or healthcare institutions
- Experience selling PACS, RIS, teleradiology services, digital medical imaging platforms, AI-powered healthcare or diagnostic solutions, healthcare IT systems, or medical imaging equipment
- Experience managing complex institutional sales cycles and negotiating commercial agreements
- Existing relationships within the healthcare and hospital sector
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