Head of Sales – In Vitro Diagnostics (IVD) at Bristol Scientific

Role Overview

• Bristol Scientific is seeking an experienced and commercially disciplined Head of Sales – In Vitro Diagnostics to lead and scale its IVD portfolio across Nigeria. This is a senior role with full responsibility for strategy, execution, team leadership, and revenue performance within the diagnostics business.
• The successful candidate will combine deep understanding of the IVD market with strong sales leadership skills and the ability to drive structure, consistency, and accountability across a growing team. This role requires a hands-on leader who can set direction, coach effectively, and ensure disciplined execution in the field.
• This is not a passive or symbolic leadership role. The Head of Sales is expected to actively shape the business, own results, and build a high-performing commercial organisation.

Key Responsibilities

Commercial Leadership

• Own the national sales strategy for the IVD portfolio, aligned with company objectives and supplier expectations.
• Translate strategic priorities into clear sales plans, targets, and execution frameworks.
• Drive revenue growth, market penetration, and portfolio expansion across public and private healthcare segments.

Team Leadership and Performance

• Lead, manage, and develop the IVD sales team, including regional business development managers and key account roles.
• Set clear expectations for activity levels, pipeline development, forecasting, and reporting.
• Coach team members to move beyond transactional selling towards value-based, solution-oriented engagement.
• Address underperformance decisively and build a culture of accountability and continuous improvement.

Execution and Discipline

• Ensure structured pipeline management, accurate forecasting, and timely reporting across the team.
• Maintain close oversight of major opportunities, tenders, and strategic accounts.
• Work closely with applications, service, and operations teams to ensure coordinated execution.

Market and Stakeholder Management

• Act as the senior commercial interface with key customers, partners, and relevant stakeholders.
• Maintain strong working relationships with OEM principals and ensure alignment with their commercial and compliance expectations.
• Monitor market trends, competitor activity, pricing dynamics, and regulatory developments, feeding insights into strategy.

Governance and Compliance

• Ensure all sales activities comply with internal policies, ethical standards, and applicable regulatory requirements.
• Uphold disciplined sales processes, including CRM usage and internal approvals.

Candidate Profile

• Bachelor’s degree in a relevant scientific or medical discipline (e.g. Medical Laboratory Science, Biomedical Sciences, Biochemistry, or related field).
• Minimum 8–10 years’ experience in IVD or healthcare-related sales, with at least 3–5 years in a sales leadership role.
• Demonstrated experience managing multi-region or national sales teams.
• Strong understanding of public and private healthcare markets, procurement structures, and tender-driven sales.
• Proven ability to implement structure, processes, and performance management frameworks.
• Confident communicator, able to engage credibly with senior clinicians, hospital management, regulators, and partners.
• Comfortable balancing strategic thinking with hands-on execution.
• Leadership Style and Expectations
• This role requires a high-ownership mindset — outcomes matter more than activity alone.
• The ideal candidate is decisive, organised, and comfortable holding others accountable.
• Success will be measured on revenue performance, team effectiveness, forecast accuracy, and market development — not just effort.
• Remuneration and Logistics
• Competitive senior management remuneration package, including base salary, performance-based incentives, health insurance (HMO), pension contribution, and other benefits aligned with role seniority.
• Flexibility is provided for local transportation and logistics arrangements; however, a company vehicle is not provided.