Job Description: Area Sales Professional (Account Manager) – Indirect Sales (Africa)

Position Summary

The Area Sales Professional (Account Manager) – Indirect Africa is responsible for driving revenue growth, market penetration, and channel performance across African markets through indirect sales partners. This role focuses on building strong relationships with distributors, resellers, system integrators, and strategic partners to expand market reach, maximizing channel productivity, and supporting overall business objectives. The ideal candidate is a proactive commercial leader with a deep understanding of African markets and experience managing indirect sales ecosystems.

Key Responsibilities

Distributor Partner Management

• Develop, manage, and grow relationships with distribution partners, resellers, and other indirect sales channels across targeted African regions.
• Identify, onboard, and enable new partners to strengthen the channel network.
• Conduct regular business reviews with partners, ensuring performance alignment with revenue targets and strategic priorities.
• Provide partners with product training, sales tools, and marketing support to drive demand generation.

Sales & Revenue Growth

• Own and deliver regional sales targets through effective channel planning and execution.
• Drive pipeline development and forecast accuracy in collaboration with partners.
• Identify new market opportunities, verticals, and customer segments to expand business footprint.
• Lead negotiations to close partner-driven opportunities and ensure profitable growth.

Market Strategy & Execution

• Execute go-to-market strategies tailored to the unique dynamics of African markets.
• Monitor competitive landscape, pricing trends, and market development; provide insights to internal teams.
• Collaborate with marketing on region-specific campaigns, partner events, and lead-generation programs.
• Ensure brand consistency and compliance across all partner activities.

Operational & Cross-Functional Collaboration

• Work closely with internal teams (Marketing, Finance, Product, Operations, Supply Chain) to support partner success.
• Oversee partner performance metrics, including sales results, partner certifications, and growth plans.
• Support demand planning and inventory management with distributors to ensure product availability and healthy stock levels.
• Maintain accurate records in CRM systems and provide timely reporting.

Qualifications & Experience

• Bachelor’s degree in business, Sales, Marketing, or related field (Master’s preferred).
• 5+ years of experience in sales, account management, or channel/partner management—ideally within the African region.
• Proven track record of achieving sales targets through indirect channels.
• Strong understanding of African market dynamics, business cultures, and commercial frameworks.
• Experience in B2B sales within the medical device or healthcare ecosystem—working with clinicians, hospital networks, or clinical technology partners—is highly valued.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to travel across the region as required.

Key Competencies

• Strategic and analytical thinking
• Partner and stakeholder management
• Results-driven commercial mindset
• Cultural adaptability and cross-regional communication
• Problem-solving and decision-making
• Strong presentation and negotiation skills