Regional Sales and Turnkey Manager – West Africa & Africa Projects

Job description

About the Role This role carries a dual commercial mandate: leading Radiometer’s growth strategy across West Africa while developing funded and turnkey healthcare opportunities across the wider African region. The successful candidate will combine strategic business development, channel leadership and complex project management with strong knowledge of African healthcare markets. The role requires the ability to build trusted relationships with government institutions, funding organizations, healthcare networks, distributors and turnkey providers—translating complex opportunities into sustainable and profitable growth for Radiometer. Key Responsibilities Commercial Leadership – West Africa Develop and execute Radiometer’s commercial strategy to accelerate portfolio growth across West Africa. Deliver annual sales, revenue, profitability, margin and market-share objectives. Identify, qualify and convert new business opportunities across government, private healthcare, laboratory and institutional markets. Drive customer engagement through value-based selling and consultative commercial approaches. Develop and execute strategic account plans for key customers and healthcare networks. Analyze market dynamics, competitor activity, healthcare funding trends and emerging opportunities to shape regional growth priorities. Monitor channel-partner performance through structured business reviews, KPI tracking and market feedback. Identify performance gaps within the channel network and recommend corrective actions, partner development plans or alternative partners when required to improve market coverage and business results. Funded and Turnkey Project Development – Africa Lead the identification, qualification and pursuit of funded healthcare projects across Africa. Build and maintain strategic relationships with: International funding organizations NGOs and implementing partners Multilateral organizations Ministries of Health Government procurement agencies Turnkey healthcare providers Monitor donor-funded opportunities, public tenders, grants and strategic healthcare initiatives. Develop project-pursuit strategies and coordinate bid and proposal activities. Own Radiometer’s strategic relationship framework for turnkey partners, ensuring clear account ownership, stakeholder mapping, engagement cadence, opportunity prioritization and executive alignment. Act as Radiometer’s central commercial owner for turnkey-provider relationships across the EEATR region. Coordinate internal stakeholders to ensure Radiometer is engaged early, appropriately specified and consistently represented throughout complex healthcare infrastructure projects. Build long-term relationships with turnkey providers to understand their project pipelines and influence solution design at an early stage. Position Radiometer as a preferred partner for blood gas and acute-care diagnostic solutions within major turnkey healthcare projects. Support contract negotiations and commercial agreements related to funded and turnkey opportunities. Establish Radiometer as a trusted diagnostic-solutions partner for major healthcare projects across Africa. Channel-Partner Management Recruit, develop and manage high-performing distributors and channel partners across assigned territories. Implement channel-excellence programs and structured performance-management processes. Conduct regular business reviews, forecasting sessions and capability-development initiatives. Ensure channel partners maintain the technical and commercial capabilities required to represent Radiometer effectively. Establish clear targets, performance indicators and accountability measures for distributor partners. Drive improved market coverage, opportunity development and customer support through the channel network. Stakeholder and Relationship Management Build trusted relationships with key healthcare decision-makers, influencers and clinical stakeholders. Engage senior stakeholders across government institutions, donor organizations, healthcare groups and laboratory networks. Represent Radiometer at industry events, conferences and relevant stakeholder forums. Act as a strategic advisor to customers by understanding their clinical, operational and financial challenges. Develop strong relationships with key turnkey providers, implementing partners and funding organizations. Strengthen Radiometer’s access to major projects through early engagement, partner advocacy and consistent executive-level alignment. Project Execution and Cross-Functional Collaboration Collaborate with Sales, Service, Applications, Marketing, Finance, Regulatory and Supply Chain teams to support successful project delivery. Manage opportunities from initial identification and qualification through contracting, implementation, commissioning and customer acceptance. Coordinate cross-functional project activities and maintain alignment around timelines, responsibilities and customer expectations. Identify and manage project-related risks while ensuring compliance with contractual obligations. Drive customer satisfaction, retention and long-term partnership growth. Ensure clear internal communication and executive visibility throughout major strategic pursuits. Forecasting and Business Planning Develop accurate sales forecasts, annual business plans and well-qualified opportunity pipelines. Maintain strong pipeline discipline, including clear opportunity stages, values, timelines, risks and next actions. Manage budgets and resources effectively to optimize commercial performance. Deliver regular business reviews and performance reports to regional leadership. Track progress against sales, profitability, market-share and strategic project objectives. Ensure compliance with Danaher policies, industry regulations and ethical business practices. Required Qualifications Education Bachelor’s degree in Medical Technology, Biomedical Sciences, Life Sciences, Healthcare or a related discipline. A postgraduate qualification in Business Management or an MBA would be advantageous. Professional Experience At least seven years of successful commercial experience within medical diagnostics, medical devices or the broader healthcare industry. Demonstrated experience managing and developing business across African markets, particularly West Africa. Proven track record of delivering profitable sales growth and achieving commercial targets. Strong experience working with: Donor-funded healthcare programs International funding agencies Implementing partners NGOs Government healthcare institutions Ministries of Health Turnkey healthcare providers Experience leading large-scale healthcare projects, tenders or turnkey opportunities is highly desirable. Demonstrated experience managing distributors and indirect sales channels across multiple countries. Strong understanding of complex sales cycles, public procurement processes and stakeholder environments within African healthcare markets. Critical Competencies Commercial Excellence Strategic sales and territory planning Business development and market expansion Opportunity qualification and pipeline management Value-based and consultative selling Commercial negotiation and influencing Strategic-account development Distributor and channel-performance management Financial and commercial awareness Project and Stakeholder Management Funded-project identification and development Tender and proposal management Complex project-pursuit planning Cross-functional leadership Executive stakeholder engagement Customer and partner relationship management Contract negotiation and risk management Ability to navigate complex institutional environments Personal Attributes Results-oriented with a strong focus on execution. Strategic thinker capable of translating market insights into practical growth plans. Proactive, entrepreneurial and comfortable creating opportunities in de