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

Bristol Scientific has grown to become Nigeria’s largest stockists and distributors of a comprehensive range of laboratory equipment and consumables. Bristol Scientific partners laboratories all across Nigeria and beyond both in the life sciences segment (industry, research, academia, regulatory) and medical diagnostics. From turnkey laboratory projects, to the end to end distribution of analytical chemicals, consumables and IVD solutions as well as the installation, training and maintenance of a wide range of laboratory equipment Bristol Scientific is your go-to laboratory expert.

We are recruiting to fill the position below:

Job Title: Head of Sales - In Vitro Diagnostics (IVD)

Location: Abjua 
Job type: Full-time

Role Overview

• We are 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.

Application Closing Date
Not Specified.

Method of Application
Interested and qualified candidates should send their CV to: hr@bristolscientific.com using the Job Title as the subject of the email.