Indirect Business Leader (Africa)

Role Overview

This is a senior commercial leadership opportunity with a global medical technology company. The position focuses on accelerating the indirect business across Africa by improving distributor performance, widening market reach, sharpening tender execution, and creating a more scalable commercial structure across multiple countries.

The role is based in Nairobi County, Kenya, with Morocco or Kenya preferred as the location.

Key Responsibilities

• Lead revenue expansion, improve market share, and strengthen portfolio results across African markets.
• Own and execute the indirect sales strategy across multiple countries with different market dynamics and geographies.
• Improve distributor effectiveness through governance frameworks, capability building, and performance tracking.
• Oversee tender processes end to end, including planning, pricing approach, execution, and post-award follow-up.
• Maintain pricing discipline and optimize the product portfolio within distributor-led markets.
• Develop and guide strong commercial teams that are aligned to growth goals across the region.
• Set up regular commercial operating routines such as distributor reviews, key opinion leader engagement plans, portfolio reviews, and marketing activation.
• Work closely with Marketing, Finance, HR, Supply Chain, and other partners to support long-term growth.
• Lead change initiatives and business transformation in a complex, multicultural setting.
• Build future leadership capability while promoting accountability and a high-performance culture.

Requirements

• At least 12 years of commercial leadership experience in the medical device sector.
• Proven background leading business across Africa or other challenging emerging markets.
• Strong track record in distributor-driven and indirect business models.
• Solid understanding of healthcare markets that rely heavily on tendering.
• Evidence of driving commercial growth, change, and distributor performance improvement.
• Strong capabilities in leadership, stakeholder management, and change management.
• Experience managing cross-functional teams in multicultural environments.
• Excellent written and spoken English.
• Willingness to travel extensively across Africa.

Preferred Background

Candidates with experience in multinational MedTech companies, distributor-led commercial structures, regional leadership responsibilities, and complex operating environments are especially encouraged.