Sales Specialist - IVD & Life Sciences at Franance Health Systems Ltd

Role Purpose

• The Sales Specialist IVD & Life Sciences is responsible for driving commercial growth across Franance Health Systems' in vitro diagnostics, molecular diagnostics, laboratory instrumentation, and life sciences consumables portfolio.
• The role covers a wide spectrum of deal sizesfrom large capital placements (PCR platforms, analyser systems, and full laboratory setups for teaching hospitals) through to recurring consumable and reagent supply contracts.
• The successful candidate must be commercially aggressive, scientifically literate, and capable of managing a complex, multi-product pipeline across government institutions, private laboratories, research institutions, and international health programmes simultaneously.

Portfolio Coverage
The role holder will carry full commercial responsibility for the following product lines:

• Haematology Analysers
• Biochemistry and Immunoassay Analysers
• Molecular Diagnostics
• PCR Instruments and Life Science Equipment
• Rapid Diagnostic Tests
• Laboratory Reagents and Consumables
• Cold Chain Equipment
• Full Laboratory Setups — end-to-end instrumentation and consumable packages for teaching hospital and research institution laboratories

Key Responsibilities

• Own and develop a broad commercial pipeline spanning capital equipment sales, reagent and consumable supply contracts, and full laboratory setup projects across teaching hospitals, government reference laboratories, private diagnostic centres, research institutions, and NGO/development partner programmes
• Pursue and close large-ticket opportunities — including PCR platform deployments, full analyser suite sales, and comprehensive laboratory equipping projects.
• Build and protect a recurring revenue base through reagent and consumable supply agreements with installed-base accounts, ensuring reorder cycles are actively managed
• Engage and influence key decision-makers, including Chief Medical Laboratory Scientists, Pathologists, Laboratory Managers, Research Principal Investigators, Public Health Programme Officers, and Procurement teams
• Identify and transfer to the Managing Director opportunities within Global Fund, PEPFAR, WHO, Africa CDC, and government-funded public health laboratory programmes where Franance's molecular and IVD portfolio is eligible
• Prepare commercial proposals, pricing schedules, and tender submissions for government laboratory supply contracts; collaborate with the Biomedical Engineer on technical compliance sections
• Conduct product demonstrations, instrument evaluations, and comparative presentations with laboratory professionals to support decision-making
• Track market intelligence on competitor pricing, new product introductions, and programme funding cycles that affect the IVD market in Nigeria
• Achieve monthly and quarterly revenue and margin targets as agreed with the managing director.

Performance Indicators

• Monthly revenue contribution toward an annual target
• Capital equipment deal value closed per quarter
• Number of active laboratory accounts under recurring consumable supply.
• Consumable and reagent repeat order retention rate (target: 85%)
• New account acquisition (minimum 4 new accounts per quarter)
• Gross margin maintained on closed deals (minimum 25%)

Requirements

• A minimum of a Bachelor's Degree in Medical Laboratory Science, Biochemistry, Microbiology, Pharmacy, Biological Sciences, or a related discipline
• 2 – 5 or more years of commercial sales experience in IVD, laboratory diagnostics, molecular diagnostics, or life sciences within Nigeria
• Demonstrable track record of closing both large capital equipment deals and recurring consumable supply contracts
• Working knowledge of haematology, clinical chemistry, molecular diagnostics (PCR), and rapid test platforms sufficient to engage confidently with laboratory professionals
• Experience selling into or supporting Global Fund, PEPFAR, WHO, or Africa CDC-aligned laboratory programmes is a strong advantage
• Understanding of NAFDAC device registration requirements for IVD products in Nigeria
• An existing network of laboratory scientists, pathologists, or programme procurement officers in Nigerian teaching hospitals or public health institutions is a significant advantage

Competencies:

• Scientific credibility — able to discuss assay principles, instrument performance, QC requirements, and reagent specifications with laboratory professionals without technical support
• Pipeline breadth — capable of managing a large, diverse pipeline spanning multiple product categories and deal sizes simultaneously
• Commercial ambition — recognises that a single PCR platform deal or laboratory setup project can exceed the entire previous annual target; actively pursues high-value opportunities
• Recurring revenue discipline — protects and grows consumable revenue from the installed base with the same energy applied to new capital sales
• Programme awareness — understands how international health funding flows and positions Franance's portfolio within active programme cycles
• Accountability — owns the target and reports pipeline and revenue performance with accuracy and transparency