Remote Senior Ar & Collections Lead (Canada)

Rothenbury Group; Cape Town; Remote; ZAR 1,200,000 - 2,100,000; Full time

Job summary

Beckman Coulter Diagnostics, a Danaher company, seeks a Regional Business Manager for ROSA & Sub-Saharan Africa. This remote role covers many markets from Botswana to Mauritius, with a dual mandate to recover mature markets and develop emerging ones.

You will drive annual business plans, governance, pricing and channel partner management to improve revenue and margins. You will engage with funders, procurement bodies and laboratories, reporting to the Southern & Sub-Saharan Africa MD.

Qualifications

• Experience in regional channel-partner growth and governance.

Responsibilities

• Lead annual and multi-year business plans by country, partner and portfolio across ROSA and Sub-Saharan Africa.
• Own revenue, gross margin, operating income, forecast accuracy, and pricing governance.
• Maintain knowledge of end-user prices, funder behaviour, tender structures, donor-funded programmes and procurement timelines.
• Lead partner selection, onboarding, governance, and performance reviews in line with CP agreements, legal and compliance requirements.
• Manage distributor margins, floor prices and discount discipline; collaborate with Finance on price lists and approval gates.

Job description

Regional Business Manager - ROSA & Sub-Saharan Africa

Remote Danaher Corporation

Job Description

Bring more to life.
Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?
At Beckman Coulter Diagnostics, one of Danaher's ( 15+ operating companies, our work saves lives-and we're all united by a shared commitment to innovate for tangible impact.
You'll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher's system of continuous improvement, you help turn ideas into impact - innovating at the speed of life.
As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory's role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making-we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.
Learn about the Danaher Business System ( which makes everything possible.
The Regional Business Manager - ROSA & Sub-Saharan Africa (Channel Partner Growth & Governance) is Predominantly indirect / channel-partner model across both clusters, with close engagement of end customers, funders, procurement bodies, laboratories and internal functional teams.
This position reports to the Managing Director, Southern & Sub-Saharan Africa and is part of the Channel Partner Sales Department located in South Africa, Samrand, Centurion Office, and will be working remotely to cover :
ROSA & Southern Africa: Botswana, Lesotho, Namibia, Eswatini, Malawi, Mauritius, Madagascar, Seychelles, Zimbabwe, Zambia, Angola, DRC and Mozambique.
West, Central & East Africa: Nigeria, Ghana, Kenya, Tanzania, Uganda, Ethiopia, Rwanda and other emerging Sub-Saharan Africa markets.
In this role, you will have the opportunity to:
Lead profitable growth, market recovery and channel-partner execution across the full Sub-Saharan Africa territory - the ROSA / Southern Africa cluster together with the West, Central and East Africa markets. The role carries a dual mandate: recover and govern established distributor markets while developing white-space and emerging-growth markets where coverage is new or incomplete. It is accountable for revenue, gross margin, operating income, funnel quality, pricing discipline, accounts-receivable risk, installed-base continuity, customer access and compliant distributor governance. The incumbent must be hands-on in the market, close to end-user pricing and customer decision makers, and capable of challenging, developing, appointing, transitioning or replacing channel partners when performance or compliance requires it.
The essential requirements of the job include:
Critical Business Outcomes
+ Recover and accelerate performance across ROSA and the broader Sub-Saharan Africa region through country-by-country growth plans, clear priorities and a disciplined execution cadence.
+ Strengthen channel-partner performance through scorecards, business reviews, capability building, corrective actions, onboarding and termination / transition planning - and appoint partners in markets lacking effective coverage.
+ Build sustainable market access through a strong understanding of funders, public / private budget cycles, tenders, procurement processes and decision-making networks across each market.
+ Improve commercial quality: forecast accuracy, funnel conversion, pricing governance, margin protection, AR exposure management, contract compliance and documentation discipline.
+ Build a sustainable talent and partner-coverage bench across the region, developing cross-market capability, DBS standard work and collaborative execution with Direct and Indirect teams.
Key Accountabilities Area - What the role must deliver:
Commercial leadership
Build annual and multi-year business plans by country, partner and portfolio across both clusters. Own revenue, gross margin, OI, win/loss, funnel health and forecast accuracy. Prioritise markets and opportunities by size, risk, funding timing, installed base, competitive activity and margin potential - balancing recovery in mature markets with development of emerging ones.
Market intimacy
Maintain direct knowledge of end-user prices, customer economics, funder behaviour, tender structures, donor-funded programmes, budget cycles and procurement timelines. Do not rely only on channel-partner interpretation of the market.
Channel-partner lifecycle
Lead partner selection, onboarding, business planning, governance, performance reviews, corrective actions, transition planning and exit / termination recommendations in line with CP agreements, legal, compliance, quality and customer-continuity requirements.
CP performance governance
Run structured scorecards covering revenue, margin, funnel, forecast, service responsiveness, inventory, AR/DSO, regulatory readiness, training, compliance, audit findings and corrective actions. Escalate issues early with clear countermeasures.
Pricing & profitability
Own pricing governance across distributor and direct customer levels. Manage distributor margin structures, floor prices, discount discipline, tender economics, funder constraints and long-term profitability. Partner with Finance and Marketing on price lists and approval gates.
Cash, contracts & risk
Partner with Finance, Legal, Compliance, Service and Supply Chain to manage credit limits, overdue receivables, inventory exposure, order-to-cash risk, contract