Director of Distributor Business (Africa)

About the role

A global leader in the medical technology industry is looking for an experienced commercial leader to drive the growth and transformation of its indirect business across Africa. This is a strategic leadership role focused on strengthening distributor performance, expanding market coverage, improving tender execution and building a scalable commercial organization across several African markets. The location is Morocco or Kenya (preferred).

Key responsibilities

• Drive revenue growth, market share expansion and portfolio performance across Africa.
• Lead the execution of the indirect commercial strategy across diverse, geographically dispersed markets.
• Strengthen distributor performance through governance, capability development and performance management.
• Lead tender planning, pricing strategy, execution and post-award management, ensuring pricing discipline and portfolio optimization.
• Build and develop high-performing commercial teams aligned with regional growth priorities.
• Establish commercial operating rhythms such as distributor business reviews, KOL engagement, portfolio management and marketing activation.
• Partner with Marketing, Finance, HR, Supply Chain and other stakeholders, lead organizational transformation and build a leadership pipeline.

Required profile

• 12+ years of commercial leadership experience in the Medical Device industry.
• Strong experience leading business across Africa or other complex emerging markets.
• Proven success in indirect/distributor business models and tender-based healthcare markets.
• Demonstrated experience driving commercial growth, organizational transformation and distributor performance.
• Experience managing cross-functional teams in multicultural environments; extensive travel across Africa required.
• Preferred: background in multinational MedTech organizations with distributor-led commercial models and regional leadership.

Required skills

• Strong leadership, change management and stakeholder management capabilities.
• Excellent English communication skills.