The posting
A strategic and hands-on sales leader who can combine commercial vision with strong execution, build a high-performing team, develop strategic customer relationships, and deliver sustainable growth across Saudi Arabia. Lead, develop and manage the General Lab and Life Science sales business across Saudi Arabia. To be responsible for achieving national sales and profitability targets, developing the sales team, establishing proper market segmentation and account coverage, managing strategic government and private accounts, building a qualified sales pipeline and ensuring disciplined execution of the complete sales cycle. The National Sales Manager is responsible for ensuring that each sales team member has clear territory ownership, customer responsibilities, targets, pipeline and measurable contribution. The role covers the complete commercial cycle from market and opportunity development through quotation, negotiation, purchase order, delivery, invoicing and collection. Responsibilities: Achieve the assigned national annual, quarterly and monthly General Lab sales and profitability targets. Lead, manage, coach and develop the General Lab sales team across Saudi Arabia. Establish clear territories, account responsibilities, product responsibilities and individual sales targets for each team member. Maintain strong national awareness of major government, public, private, university, research, pharmaceutical, biotechnology, blood-bank, biobank and laboratory accounts across all regions of Saudi Arabia. Develop structured national market segmentation by region, customer segment, application, product category and business potential. Ensure development and continuous updating of the national customer database, installed base, competitor information, potential projects, consumption data and upcoming opportunities. Develop strategic account plans for major national and regional customers. Identify key decision-makers, end users, procurement departments, biomedical departments and other relevant stakeholders within strategic accounts. Develop new customers and new business opportunities while increasing business from existing accounts. Build and maintain a qualified national sales pipeline sufficient to support achievement of the assigned sales target. Conduct structured weekly, monthly and quarterly pipeline and performance reviews with the sales team. Monitor individual salesperson performance against targets and establish corrective or recovery plans when performance is below expectation. Ensure proper CRM discipline and accurate recording of customer activities, opportunities, quotations, expected orders and forecasts. Maintain accurate monthly and quarterly sales forecasts and identify potential sales gaps early. Develop recovery plans to close identified gaps between target, invoiced sales, open orders and qualified pipeline. Manage strategic government, NUPCO and public-sector opportunities and ensure proper understanding of customer procurement and PO workflows. Identify and manage upcoming tenders, projects, framework agreements, budgets and direct-purchase opportunities. Manage high-value capital-equipment and strategic sales opportunities. Ensure systematic conversion of sales leads and customer requirements into qualified opportunities, quotations, purchase orders and invoiced sales. Manage and supervise the complete sales cycle from opportunity creation through quotation, negotiation, PO, delivery, invoicing and collection. Maintain commercial discipline in pricing, discounting, product mix, gross profit and profitability according to company policy and approved authority. Coordinate with Finance and Collection to support timely customer collections and resolution of commercial issues. Coordinate effectively with Technical, Logistics, Supply Chain, Regulatory, Tender, Finance, Warehouse and other internal teams. Manage strategic supplier portfolios and ensure that agreed supplier strategies are translated into measurable sales results. Maintain strong relationships with suppliers and provide accurate market, forecast and business-development information. Coach the sales team and continuously improve their commercial, technical and product knowledge. Identify training requirements and coordinate appropriate product, sales and application training. Participate in recruitment, onboarding and performance assessment of General Lab sales employees when required. Monitor competitors, market developments, installed base, pricing and competitive activities. Develop strategies to improve Kafou Medical's positioning as a leading General Lab and Life Science supplier in Saudi Arabia. Ensure that the team develops business across the complete portfolio rather than depending on individual suppliers, products or existing tenders. Maintain regular field presence and personally support strategic customers, high-value opportunities and critical negotiations when required. Ensure compliance with company policies, reporting requirements, approval procedures and deadlines. Provide management with accurate sales, pipeline, market, customer, competitor and team-performance reports. Requirements Bachelor’s degree in medical laboratory sciences, Biotechnology, Molecular Biology, Biomedical Sciences, Biology, Biochemistry, Microbiology, Pharmacy, Biomedical Engineering or another relevant scientific discipline. Minimum 5 years of relevant commercial experience. 8+ years is strongly preferred for the targeted profile. Minimum 3 years of demonstrated sales-team management or equivalent leadership responsibility. Candidate should currently be based and working in Saudi Arabia. Strong Saudi General Lab, Life Science, medical-device or related healthcare market experience. Proven national awareness of major customers and accounts across Central, Western, Eastern, Southern and other important regions of Saudi Arabia. Strong government and public-sector experience. NUPCO and tender experience is required. Strong private-sector and strategic-account experience. Proven history of achieving significant sales targets. Previous responsibility for high-value sales pipelines and transactions. Experience managing several salespeople, regions and product categories. Experience with both capital equipment and recurring consumables is strongly preferred. Experience with multi-brand / multi-product portfolios. Experience in business development and new-account generation. Previous responsibility for sales forecasting, pipeline management and CRM. Experience managing pricing, profitability and commercial negotiations. Previous responsibility for the complete commercial cycle through invoicing and collection. Benefits Flexible working hours and a healthy work environment. Opportunities for personal growth and skill development. Competitive sales incentive plans. Annual travel tickets and exit/re-entry visas.
