Regional Business Manager – ROSA & Sub-Saharan Africa

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As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.

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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 economics, funders, donor programmes, budget cycles, procurement rules and country-specific risk.

Financial discipline

Able to manage revenue, gross margin, OI, forecast accuracy, AR exposure, credit-limit discussions, inventory discipline and order-to-cash risk.

Portfolio knowledge

Solid Diagnostics understanding across Chemistry and Immunoassay, with Haematology experience expected; Microbiology and Automation exposure an advantage.

Leadership style

High urgency, strong ownership, fact-based communication, ability to challenge CPs constructively, executive presence, negotiation strength and resilience in ambiguous markets.

Mobility

Willing and able to travel extensively across ROSA and Sub-Saharan Africa, including frequent cross-border travel and customer / partner visits.

Education

Bachelor's degree in business, Life Sciences, Medical Sciences, Clinical Pathology, Finance, Marketing or equivalent. MBA or commercial leadership training an advantage.

Measures of Success:

Growth

Revenue vs plan / PY, market share, menu expansion, new-business wins, new-market development, installed-base retention and strategic opportunity conversion.

Profitability

Gross margin, price realisation, discount discipline, tender economics, operating income and negative-margin governance.

Execution

Forecast accuracy, funnel health, close-plan quality, action closure, Gemba cadence, CP scorecard progress and DBS adoption.

Risk

AR/DSO, credit exposure, inventory risk, contract compliance, audit corrective-action closure, regulatory readiness and service continuity.

First 12-Month Expectations

• Complete a country-by-country diagnostic across ROSA and priority Sub-Saharan markets covering CP capability, market access, pricing, AR exposure, funnel quality, contract compliance and growth / white-space gaps.
• Establish a disciplined CP governance cadence with scorecards, corrective actions and leadership visibility on high-risk countries and partners.
• Build a funder / budget-cycle aligned commercial plan for priority markets, with clear top opportunities, pricing strategy and recovery / development actions.
• Identify where partner capability is insufficient or coverage is missing and make fact-based recommendations on development, appointment, transition or exit.

Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

This job is also eligible for 30% Sales bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical, Group Risk and Pension to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

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