KEVIN ODHIAMBO
EXPERT PRODUCT REPRESENTATIVE
Nairobi
Summary
Results-driven medical marketing and sales professional with 10 years of experience in pharmaceuticals and medical devices, specializing in channel partner management, distributor sales, and regional business expansion in Kenya. Proven track record in market penetration, sales growth, and strategic territory management across Kenyan county markets. Adept at distributor engagement, regulatory compliance, and key opinion leader (KOL) collaboration, with expertise in Biotechnology, Microbiology, gynaecology, and pain management solutions. Skilled in product launches, sales strategy development, and cross-functional collaboration to drive revenue and improve healthcare access
Overview
11
11
years of professional experience
Work History
Expert Product Representative
Glaxosmithkline
05.2019 - Current
- Oversaw distributor sales and account management, ensuring seamless supply chain and stock availability across key accounts
- Expanded HCP coverage in Coastal Kenya from 60% to 90% within one year
- Provided commercial and technical training to distributor sales teams, ensuring effective promotion and market penetration of GSK products
- Successfully marketed and sold Ventolin Volumetric Spacers, a medical device that enhances inhalation therapy for patients with respiratory conditions
- Delivered quarterly comprehensive medical product training sessions to healthcare professionals on the benefits and proper use of GSK Consumer products during my tenure at the company
- Organized and facilitated 15 professional association conferences and served as a speaker at two of these events, presenting on pain and fever management at the 18th Kenya Pharmaceutical Association Annual Conference and the 42nd Pharmaceutical Society of Kenya Scientific Conference
- Built and nurtured professional relationships with HCPs to consistently meet and exceed sales targets and other KPIs
- Managed the sampling of GSK products to assigned HCPs, ensuring strict adherence to company SOPs to boost product awareness
- Organized and facilitated 3 highly impactful annual dental camps in Lamu Islands, 10 continuous medical educational events and workshops in collaboration with the Kenya Dental Association
- Monitored market trends and competitor activity, providing insights to refine marketing strategies for sustained business growth
- Increased assigned product portfolio's growth by 70% through a targeted sampling strategy and collaborations that improved product recommendations
- Spearheaded the launch of flagship product Panadol Extra Soluble, achieving a remarkable 80% listing rate in Tier I and Tier 2 hospitals within just three months
Medical Representative
Novartis
02.2018 - 05.2019
- Drove 300% sales increase for Zofran, oncology product at Kenya Ports Authority through distributor engagement and targeted promotions
- Successfully positioned Novartis’ (Sandoz) IV paracetamol Temol as the preferred brand for pain and fever management at Mombasa Hospital, displacing competitors and increasing brand loyalty among nurses and doctors
- Organized and led Continuous Medical Education (CME) training sessions for the Kenya Association of Anaesthesiologists, Mombasa Hospital, and Aga Khan Hospital, resulting in increased product awareness and adoption among target healthcare professionals
Territory Supervisor
Novartis
Western, South Rift, South Nyanza Kenya
08.2016 - 01.2018
- Pioneered and effectively rolled out 3 arms Novartis Social Business initiatives—including NOVARTIS ACCESS, FAMILIA NAWIRI, and the MALARIA INITIATIVE in Kisumu, Kakamega, Busia, Nandi and Bomet Counties leading to improved access to essential medicines for vulnerable populations
- Managed and supported distributors and other channel partners to achieve sales targets for Novartis products within the assigned territory
- Successfully led, trained and coached distributor sales representatives on product knowledge, selling techniques, and market positioning in the launch and expansion of gynaecology, paediatric, cardiometabolic and oncology products across county and private hospitals in Western and Coast Counties Kenya, enhancing product knowledge and salesforce effectiveness
- Monitored distributor performance, conducted regular review meetings, analysed sales data, and implemented corrective actions to optimize results and drive sales effectiveness
- Built and maintained strong relationships with key stakeholders, including healthcare professionals and business partners, successfully establishing a partnership with the Kenya Medical Research Institute (KEMRI) and local health facilities under the Malaria Initiative program to deliver the Affordable Medicine Facility for Malaria (AMFM) to patients under their care
- Upholding the company’s reputation by ensuring that Distributors adhered to Novartis compliance policies, regulatory requirements, and industry best practices in listing of essential medicines in key institutions
- Spearheaded the mobilization of County Pharmacists, County Directors of Health, and Child Health Focal Officers to attend the launch of Amoxicillin Dispersible Tablets, resulting in its successful stocking across key institutions leading to successful Product Launch & Market Penetration
- Developed and executed pricing and competitive market positioning strategies, increasing product accessibility and adoption in key accounts
- Established and maintained strong relationships with Key Opinion Leaders (KOL) at county health departments, promoting long-term business partnerships leading to transition from generic oxytocin to Novartis' premium brand, Syntocinon, at Kakamega Referral Hospital and Busia County Hospital, ensuring high-quality maternal care solutions
- Strategic Institutional Listings: Secured product listings for Novartis Access products within major Faith-Based Organizations through strategic collaborations with HCPs, expanding access to high-quality medicines for underserved populations managing non-communicable diseases
Medical Representative
Europa Healthcare Ltd
06.2015 - 08.2016
- Planned and executed efficient work schedules with a strategic call plan to optimize healthcare professional reach and engagement
- Delivered detailed product information to HCPs, effectively creating demand and driving sales across assigned territories
- Maintained brand presence in pharmacies and institutions through frequent client interactions and relationship management
- Ensured prompt and accurate reporting of adverse events associated with company products, adhering to pharmacovigilance protocols
- Designed and executed pharmacy-level brand activation strategies, improving product visibility and customer awareness
- Increased brand visibility in pharmacies by consistently maintaining strong client relationships and achieving high engagement levels
- Built trust and loyalty among HCPs, leading to sustained recommendations of the company's pain management portfolio
- Surpassed sales targets by 20% through effective demand generation and strong client support strategies
Pharmacy Sales Representative
Wessex Pharmaceuticals
01.2014 - 06.2015
- Recruited new clients to expand the customer base by 60% while maintaining strong relationships with existing accounts to foster loyalty
- Promoted OTC products and successfully facilitated the listing of new products in pharmacies across the assigned territory
- Collaborated closely with medical representatives to align demand creation efforts with pharmacy-level product stocking
- Created detailed monthly sales strategies and implemented them to achieve and often exceed sales targets
- Acted as a liaison between clients and the company, collecting market feedback to inform product improvements and marketing strategies
- Tripled the client base in the Coastal Kenya region, significantly increasing daily orders and overall monthly sales turnover
- Successfully introduced and established new OTC products in the market, ensuring high visibility and accessibility for customers
- Spearheaded client satisfaction initiatives that enhanced retention strategies, resulting in a sustained 39% growth in sales
Education
Diploma in Professional Marketing -
Chartered Institute of Marketing
04.2025
Bachelor of Science - Microbiology
University of Eldoret
Eldoret2013
Certificate in Computer Packages -
Chepkoilel University College
Certificate of Merit - Kenya Ministry of Education
Science Congress
Ministry Of Education2006
Skills
- Biotechnology
- Distributor & Channel Partner Management
- Sales & Business Development
- Pharmaceuticals and Medical Devices Sales
- Strategic Territory & Market Expansion
- Key Opinion Leader Engagement
- Product Registration and Training
- CRM
- Presentation skills
Accomplishments
- Pioneered the implementation of Novartis Access programs, including the Malaria Initiative in Western Kenya, establishing a strong foundation for the company's growth.
- Developed commercial partner training programs, improving sales effectiveness for distributor reps in Kenya.
- Market Expansion: Led the successful launch of Amoxicillin dispersible formulation in 3 out of 5 assigned countries within 2 months.
- Drove regional sales growth, achieving 300% sales increase for Novartis Zofran at Kenya Ports Authority.
- Increased HCP Coverage: Expanded reach by 90% in Coastal Kenya within one year.
- Dental Portfolio Growth: Boosted sales by 70% through strategic sampling initiatives.
- Successful Product Launch: Secured an 80% listing rate for Panadol Extra Soluble in top-tier hospitals.
Languages
English
Swahili
Luo
Personal Information
Title: Expert Product Representative
Cycling, Reading
BOOKS
- 48 Laws of Power - Robert Greene
- Think And Grow Rich- Napoleon Hill
Timeline
Expert Product Representative
Glaxosmithkline
05.2019 - Current
Medical Representative
Novartis
02.2018 - 05.2019
Territory Supervisor
Novartis
08.2016 - 01.2018
Medical Representative
Europa Healthcare Ltd
06.2015 - 08.2016
Pharmacy Sales Representative
Wessex Pharmaceuticals
01.2014 - 06.2015
Diploma in Professional Marketing -
Chartered Institute of Marketing
Bachelor of Science - Microbiology
University of Eldoret
Certificate in Computer Packages -
Chepkoilel University College
Certificate of Merit - Kenya Ministry of Education
Science Congress
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