Regional Business Manager – ROSA & Sub-Saharan Africa

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The Regional Business Manager – ROSA & Sub-Saharan Africa (Channel Partner Growth & Governance) is Predominantly indirect / channel-partner model across both clusters, with close engagement of end customers, funders, procurement bodies, laboratories and internal functional teams.

This position reports to the Managing Director, Southern & Sub-Saharan Africa and is part of the Channel Partner Sales Department located in South Africa, Samrand, Centurion Office, and will be working remotely to cover :

ROSA**& Southern Africa:** Botswana, Lesotho, Namibia, Eswatini, Malawi, Mauritius, Madagascar, Seychelles, Zimbabwe, Zambia, Angola, DRC and Mozambique.

West, Central & East Africa: Nigeria, Ghana, Kenya, Tanzania, Uganda, Ethiopia, Rwanda and other emerging Sub-Saharan Africa markets.

In this role, you will have the opportunity to:

Lead profitable growth, market recovery and channel-partner execution across the full Sub-Saharan Africa territory – the ROSA / Southern Africa cluster together with the West, Central and East Africa markets. The role carries a dual mandate: recover and govern established distributor markets while developing white-space and emerging-growth markets where coverage is new or incomplete. It is accountable for revenue, gross margin, operating income, funnel quality, pricing discipline, accounts-receivable risk, installed-base continuity, customer access and compliant distributor governance. The incumbent must be hands-on in the market, close to end-user pricing and customer decision makers, and capable of challenging, developing, appointing, transitioning or replacing channel partners when performance or compliance requires it.

The essential requirements of the job include:

Critical Business Outcomes

• Recover and accelerate performance across ROSA and the broader Sub-Saharan Africa region through country-by-country growth plans, clear priorities and a disciplined execution cadence.
• Strengthen channel-partner performance through scorecards, business reviews, capability building, corrective actions, onboarding and termination / transition planning – and appoint partners in markets lacking effective coverage.
• Build sustainable market access through a strong understanding of funders, public / private budget cycles, tenders, procurement processes and decision-making networks across each market.
• Improve commercial quality: forecast accuracy, funnel conversion, pricing governance, margin protection, AR exposure management, contract compliance and documentation discipline.
• Build a sustainable talent and partner-coverage bench across the region, developing cross-market capability, DBS standard work and collaborative execution with Direct and Indirect teams.

Key Accountabilities Area - What the role must deliver:

Commercial leadership

Build annual and multi-year business plans by country, partner and portfolio across both clusters. Own revenue, gross margin, OI, win/loss, funnel health and forecast accuracy. Prioritise markets and opportunities by size, risk, funding timing, installed base, competitive activity and margin potential – balancing recovery in mature markets with development of emerging ones.

Market intimacy

Maintain direct knowledge of end-user prices, customer economics, funder behaviour, tender structures, donor-funded programmes, budget cycles and procurement timelines. Do not rely only on channel-partner interpretation of the market.

Channel-partner lifecycle

Lead partner selection, onboarding, business planning, governance, performance reviews, corrective actions, transition planning and exit / termination recommendations in line with CP agreements, legal, compliance, quality and customer-continuity requirements.

CP performance governance

Run structured scorecards covering revenue, margin, funnel, forecast, service responsiveness, inventory, AR/DSO, regulatory readiness, training, compliance, audit findings and corrective actions. Escalate issues early with clear countermeasures.

Pricing & profitability

Own pricing governance across distributor and direct customer levels. Manage distributor margin structures, floor prices, discount discipline, tender economics, funder constraints and long-term profitability. Partner with Finance and Marketing on price lists and approval gates.

Cash, contracts & risk

Partner with Finance, Legal, Compliance, Service and Supply Chain to manage credit limits, overdue receivables, inventory exposure, order-to-cash risk, contract compliance, CP obligations and customer continuity during partner change.

Portfolio & customer execution

Drive growth across the Beckman Coulter Diagnostics portfolio – Chemistry, Immunoassay, Haematology and relevant Microbiology / Automation opportunities. Engage key laboratories, KOLs, ministries, funders and procurement stakeholders.

DBS, Operating Cadence and Leadership Expectations

• Use DBS standard work: funnel reviews, problem-solving process, countermeasures, visual management, daily / weekly management and a Kaizen mindset.
• Communicate risks and recovery plans with facts, urgency and clear asks. Maintain clean opportunity data, forecast bridges and executive-ready business updates.
• Operate with high travel intensity across ROSA and Sub-Saharan Africa markets. Spend time at Gemba with customers, channel partners and field teams to validate market reality directly.
• Collaborate across Direct / Indirect leadership, Finance, Service, Supply Chain, Regulatory, Legal, Compliance, Marketing and Product Management to remove execution barriers.
• Model Danaher and Beckman Coulter standards of conduct, compliance discipline, documentation rigor and customer-first execution.

Required Experience and Capabilities - Requirement Profile expectation:

Market experience

7–10+ years in IVD, diagnostics, medical devices or healthcare commercial leadership. Minimum 5 years of Sub-Saharan Africa market experience is required, with proven exposure across both Southern Africa and West / East Africa strongly preferred.

Channel leadership

Proven hands-on management of distributors / channel partners – onboarding, business reviews, capability development, corrective actions, appointment of new partners, transition planning and termination recommendations.

Commercial depth

Strong grasp of pricing structures, distributor margins, end-user price mapping, tender e