International Business Development Manager - Africa Region (Medical Equipment & Pharmaceutical)

?1. Role Objective
?To drive revenue growth and market expansion across the African continent. This role involves establishing a robust distribution network, securing high-value government tenders, and positioning our medical technologies as the preferred choice for both public and private healthcare facilities.
?2. Key Responsibilities
?Channel Partner Management: Identify, vet, and appoint local distributors in key markets (e.g., Nigeria, Kenya, South Africa, Egypt). Manage performance through regular reviews and technical training.
?Tender & Public Procurement: Lead the bidding process for government-issued healthcare tenders. Ensure compliance with local B-BBEE (in South Africa) or similar local-content requirements.
?Strategic Business Development: Identify untapped markets and navigate the entry barriers, including import duties, shipping logistics, and currency fluctuation risks.
?Clinical Engagement: Conduct product demonstrations and clinical workshops for surgeons and hospital administrators to prove the technical and economic value of the equipment.
?After-Sales Oversight: Ensure that distributors provide adequate technical support and maintenance, as infrastructure challenges in the region often require more robust service agreements.
?Regulatory Support: Work with local authorities (e.g., SAHPRA in South Africa, NAFDAC in Nigeria) to ensure all products are registered and compliant with regional medical device laws.
?3. Required Skills & Qualifications
?Experience: 5+ years of experience in international medical sales, specifically within African markets.
?Technical Knowledge: Deep understanding of medical equipment (e.g., Imaging, Orthopedics, or Critical Care) and the ability to simplify complex technical data for diverse audiences.
?Adaptability: Proven ability to work in environments with fluctuating economic stability and varying levels of healthcare infrastructure.
?Language Skills: Proficiency in English is required; fluency in French (for West/North Africa) or Portuguese is a significant advantage.
?Negotiation: Strong closing skills with experience in long sales cycles involving multiple stakeholders (MOH, hospital boards, and private investors).
?Willingness to Travel: Frequent travel across the continent (up to 50%) is essential.
?4. Key Performance Indicators (KPIs)
?Annual revenue growth within the Africa territory.
?Number of new distributors successfully onboarded and active.
?Tender win rate in the public sector.
?Market share growth against key international competitors (European/Asian brands).