Fieldforce Team Leader

Role Overview

As Fieldforce Team Leader, you will lead, coach, and develop a team of hybrid medical representatives whose work blends face-to-face customer visits with digital engagement. Your primary focus is field-based development: accompanying representatives in the field, sharpening their sales technique, and ensuring that commercial plans are executed consistently across pharmacies and healthcare professional accounts. By building individual capability and driving team accountability, you will directly influence customer engagement quality, fieldforce productivity, and business results across Kenya.

Key Responsibilities

• Lead and motivate a team of hybrid medical representatives through clear direction, regular field accompaniment, and structured one-on-one coaching sessions.
• Set individual objectives, territory expectations, and performance standards aligned with company commercial priorities.
• Drive field execution of product detailing, merchandising, pharmacy activations, and promotional campaigns to ensure consistent customer experiences.
• Monitor territory coverage, call frequency, and customer reach using CRM data and field observations, then adjust plans where performance is below target.
• Coach representatives on how to manage relationships with key healthcare professionals, pharmacy customers, and other channel stakeholders.
• Support the introduction of new products and commercial initiatives by preparing teams, tracking adoption, and resolving execution barriers.
• Review sales performance indicators, analyse market trends, and implement action plans that improve team productivity.
• Maintain reporting discipline, data quality, and compliance with company policies and industry regulations.

Requirements & Qualifications

• Bachelor’s degree in life sciences, pharmacy, business, marketing, or another relevant discipline.
• Proven experience in the pharmaceutical, consumer healthcare, or FMCG sector, with direct involvement in field sales and customer engagement.
• Previous experience leading, supervising, or coaching sales representatives or other field-based teams.
• Strong understanding of healthcare professional engagement, pharmacy operations, and territory management principles.
• Solid record of commercial performance, target delivery, and team capability building.
• Competence with CRM systems, sales reporting, and performance data analysis.
• Excellent coaching, communication, and influencing skills, with the ability to motivate individuals of varying experience levels.
• Strong problem-solving and decision-making ability, combined with a results-oriented mindset.
• Willingness to spend the majority of working time in the field with representatives across assigned territories.