Regional Business Manager – ROSA, Sub-Saharan Africa

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Danaher Corporation

WebsiteLinkedInAll Job Openings

10,000+ employees

🏥 Healthcare

💼 Consulting

📦 Logistics

Healthcare • Consulting • Logistics

Danaher Corporation is a leading global life sciences and diagnostics innovator that develops and supplies instruments, technologies, software, and services to accelerate scientific research, biotechnology development, and clinical diagnostics. The company operates through businesses focused on biotechnology tools, diagnostics platforms, and life sciences products, leveraging the Danaher Business System and an acquisition-driven strategy to scale technologies and support customers across academia, pharmaceutical and biotech companies, and clinical laboratories.

📋 Description

• Lead profitable growth, market recovery and channel-partner execution across ROSA and Sub-Saharan Africa • Recover and accelerate regional performance through country-by-country growth plans and disciplined execution • Strengthen channel-partner performance through scorecards, business reviews, capability building, corrective actions, onboarding and transition or termination planning • Appoint partners in markets lacking effective coverage • Build market access through understanding funders, budgets, tenders, procurement processes and decision-making networks • Improve forecast accuracy, funnel conversion, pricing governance, margin protection, accounts-receivable management, contract compliance and documentation • Build talent and partner-coverage capability across the region • Develop annual and multi-year business plans by country, partner and portfolio • Own revenue, gross margin, operating income, win/loss, funnel health and forecast accuracy • Maintain direct knowledge of end-user prices, customer economics, funder behavior, tender structures and procurement timelines • Lead partner selection, onboarding, governance, performance reviews, corrective actions, transitions and exit recommendations • Run channel-partner scorecards covering revenue, margin, funnel, forecast, service, inventory, AR/DSO, regulatory readiness, training, compliance and audits • Own pricing governance, distributor margin structures, floor prices, discounts, tender economics and profitability • Partner with Finance, Legal, Compliance, Service and Supply Chain on credit, receivables, inventory, contracts, risk and customer continuity • Drive growth across Chemistry, Immunoassay, Haematology, Microbiology and Automation portfolios • Engage laboratories, KOLs, ministries, funders and procurement stakeholders • Use Danaher Business System standard work, funnel reviews, problem solving, countermeasures, visual management, daily/weekly management and Kaizen • Maintain opportunity data, forecast bridges and executive-ready business updates • Travel extensively across ROSA and Sub-Saharan Africa and spend time with customers, channel partners and field teams • Collaborate with Direct/Indirect leadership and cross-functional teams to remove execution barriers • Complete a 12-month country-by-country diagnostic, establish partner governance, build funder-aligned plans and recommend partner development, appointment, transition or exit

🎯 Requirements

• 7–10+ years in IVD, diagnostics, medical devices or healthcare commercial leadership • Minimum 5 years of Sub-Saharan Africa market experience required • Proven exposure across Southern Africa and West/East Africa strongly preferred • Hands-on management of distributors/channel partners, including onboarding, reviews, capability development, corrective actions, appointments, transitions and termination recommendations • Strong understanding of pricing structures, distributor margins, end-user price mapping, tender economics, funders, donor programs, budget cycles, procurement rules and country-specific risk • Ability to manage revenue, gross margin, operating income, forecast accuracy, AR exposure, credit limits, inventory and order-to-cash risk • Diagnostics knowledge across Chemistry and Immunoassay • Haematology experience expected • Microbiology and Automation exposure advantageous • High urgency, ownership, fact-based communication, constructive challenge, executive presence, negotiation strength and resilience • Willingness and ability to travel extensively across ROSA and Sub-Saharan Africa, including frequent cross-border travel • Bachelor's degree in business, Life Sciences, Medical Sciences, Clinical Pathology, Finance, Marketing or equivalent • MBA or commercial leadership training advantageous

🏖️ Benefits

• Comprehensive, 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