Regional Business Manager – ROSA, Sub-Saharan Africa

This is a fully remote position, open to applicants in South Africa.

📋 Description

• Drive profitable growth, market recovery, and channel-partner execution throughout ROSA and Sub-Saharan Africa.

• Enhance and expedite regional performance by implementing country-specific growth strategies and disciplined execution.

• Improve channel-partner performance through scorecards, business reviews, capability enhancement, corrective measures, onboarding, and planning for transitions or terminations.

• Appoint partners in regions with inadequate coverage.

• Facilitate market access by comprehending funders, budget allocations, tenders, procurement processes, and decision-making networks.

• Enhance forecast accuracy, funnel conversion rates, pricing governance, margin protection, accounts-receivable management, contract compliance, and documentation.

• Develop talent and partner-coverage capabilities across the region.

• Create annual and multi-year business plans for each country, partner, and portfolio.

• Assume responsibility for revenue, gross margin, operating income, win/loss ratios, funnel health, and forecast accuracy.

• Maintain direct awareness of end-user pricing, customer economics, funder behaviors, tender structures, and procurement timelines.

• Lead the selection, onboarding, governance, performance reviews, corrective actions, transitions, and exit recommendations for partners.

• Manage channel-partner scorecards that evaluate revenue, margin, funnel, forecast, service, inventory, AR/DSO, regulatory readiness, training, compliance, and audits.

• Oversee pricing governance, distributor margin structures, floor prices, discounts, tender economics, and profitability.

• Collaborate with Finance, Legal, Compliance, Service, and Supply Chain teams on credit, receivables, inventory, contracts, risk management, and customer continuity.

• Propel growth across Chemistry, Immunoassay, Haematology, Microbiology, and Automation portfolios.

• Engage with laboratories, key opinion leaders (KOLs), ministries, funders, and procurement stakeholders.

• Implement Danaher Business System standard work, funnel reviews, problem-solving techniques, countermeasures, visual management, daily/weekly management, and Kaizen methodologies.

• Maintain opportunity data, forecast bridges, and business updates suitable for executive review.

• Travel extensively across ROSA and Sub-Saharan Africa, engaging with customers, channel partners, and field teams.

• Collaborate with Direct/Indirect leadership and cross-functional teams to eliminate execution barriers.

• Conduct a comprehensive 12-month diagnostic for each country, establish partner governance, develop funder-aligned strategies, and recommend partner development, appointment, transition, or exit strategies.

⛳️ Requirements

• 7–10+ years of experience in IVD, diagnostics, medical devices, or healthcare commercial leadership.

• A minimum of 5 years of experience in the Sub-Saharan Africa market is required.

• Strong preference for proven experience in Southern Africa and West/East Africa.

• Hands-on management experience with distributors/channel partners, including onboarding, reviews, capability development, corrective actions, appointments, transitions, and termination recommendations.

• In-depth understanding of pricing structures, distributor margins, end-user price mapping, tender economics, funders, donor programs, budget cycles, procurement regulations, and country-specific risks.

• Capability to manage revenue, gross margin, operating income, forecast accuracy, accounts receivable exposure, credit limits, inventory, and order-to-cash risks.

• Knowledge of diagnostics in Chemistry and Immunoassay.

• Expected experience in Haematology.

• Exposure to Microbiology and Automation is advantageous.

• High urgency, ownership, fact-based communication skills, constructive challenge capabilities, executive presence, negotiation strength, and resilience are essential.

• Willingness and ability to travel extensively across ROSA and Sub-Saharan Africa, including frequent cross-border travel.

• A Bachelor's degree in business, Life Sciences, Medical Sciences, Clinical Pathology, Finance, Marketing, or an equivalent field.

• An MBA or commercial leadership training is advantageous.

🏝️ Benefits

• Comprehensive and competitive benefit programs.

• Health care program.

• Paid time off.

• Flexible, remote working arrangements for eligible roles.

• 30% Sales bonus/incentive pay.

• Medical benefits.

• Group Risk.

• Pension.