9 Jul 2020

Senior Key Account Manager – West Africa at Cepheid

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Job Purpose

  • Consolidate and grow existing business and design & implement winning strategies that ensure customer satisfaction, maximize sales and business opportunities leveraging the capabilities of the different distributors in the region
  • Support and drive business in countries with no local partner
  • Play a coaching /mentoring / supporting role with regional distributors in driving the GeneXpert business (both commercial and HBDC). Provide supervision and guidance through field visits, observation & measurement of results.
  • Play an active role in developing the private sector market as well as specific projects/rollout out specific initiatives in the region
  • Provide accurate regional forecasts, sales reports, market updates, price lists etc.
  • Create & implement effective business development strategies around the polyvalence of the GeneXpert platform
  • Provide leadership through effective communication of vision, active coaching & development while comparing sales results to goals & taking appropriate action to correct when necessary.
  • Define quarterly & annual sales forecasts as well as KPI’s for each country.
  • Maintain competitive knowledge to create & adjust sales and marketing strategies where appropriate.
  • Assist with in-country events including attending seminars, clinical meetings & conferences, KOL’s meetings & Xpert clubs as appropriate to drive demand generation.
  • Identify new channel partners as and when appropriate and ensure that CPTK process for qualification of partners is strictly adhered to.
  • Develop key relationships with KOL’s and NGO’s in each of the countries within the Southern Africa region and identify influential and strategically important reference sites
  • Participate in major Congresses – Union & AIDS meetings at which key partners will attend
  • Train our partners on Danaher compliance policies and closely monitor successful enforcement of policies on the ground


  • Responsible for the performance of sales, marketing and service throughout Southern Africa
  • First point of contact for the regional distributors
  • Assist in providing distributor trainings and for conducting business review meetings on a monthly basis with our channel partners
  • Assist in the completion of relevant tenders in the region
  • Check contract compliance for regional distributors and initiate contract renewals and terminations as necessary
  • Communicate in conjunction with the marketing team Cepheid information with distributors (timelines of new products, brochures, other collaterals etc).
  • Ensure maintenance of a contact database of distributors employees, customers, and KOLs
  • Ensure Channel partners work closely with NGOs and maintain good relationships (MSF,CDC,CHAI etc)
  • Drive studies, registrations and evaluations as necessary (demo placements, sample requests, trainings, etc.)
  • In conjunction with marketing launch new campaigns for distributors and determine effectiveness
  • Ensure SAC distributors customers receive quotes in an accurate and timely manner
  • Ensure strict compliance to Danaher & Cepheid Codes of Conduct for all our channel partners

This role will involve frequant travel for business and as such you must be able to travel accordingly.

Required skills:

We are looking for candidates with the following skills and experience:

• Proven record of success working in healthcare industry across multiple African Countries
• + 5 years diagnostics experience

• Strong track record of sales success, specifically in selling premium products

• Exceptional negotiation skills

• Proven record in meeting targets and deadlines

• Strategy development, project management, problem solving & change management skills
• Demonstrated ability to professionally develop & coach team members
• Excellent communication (verbal and written) and presentation skills
• Strong financial and business acumen
• Team player with proven ability to work cross functionally
• Existing network with high-level Healthcare decision makers is a plus
• Willing to travel locally and internationally up to 40% of the time
• Fluent in French, English is highly desirable

Method of Application

Submit your CV and Application on Company Website : Click Here

Closing Date : 9 August, 2020



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