Business Manager North Africa
Ortho Clinical Diagnostics
il y a 11j

The Career Potential

Ortho Clinical Diagnostics is committed to improving and saving lives with diagnostics. To do this we hire people who share this dream and are ready for new adventures.

As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before.

There is no limit to the experiences, opportunities and new directions you will have access to here at Ortho Clinical Diagnostics.

More importantly, you will be driving the surge of a whole new direction in important medicine. That’s something we can all take pride in as we take this journey together.

Ortho is known in the industry as a leader in customer service and support. Deeply understanding and exceeding the needs of our clinical lab, hospital and blood bank customers is what we do.

It’s who we are. If you join Ortho, no matter what your role, you will be expected to keep that Customer Excellence focus in your work.

This high caliber Business Manager role is critical to deliver the future growth within our largest cluster in EMEA namely the Middle East and Africa (MEA) Market Cluster ideally based in Morocco.

This role leads across multi-functional boundaries(Marketing, TSM, Customer Services, Technical Solutions Centres , Supply Chain) to achieve top line revenue,profitability, operating expenses and market growth goals for assigned geography.

The Business Manager must possess strong market, environment, distributor management and customer knowledge to develop and deliver annual business plan and plans for future growth.

This position manages an indirect sales organization within the distributors network and aligns key functional partners to achieve business outcomes.

The Business Manager also develops and maintains long term relationships with KOLs and leverages the network to drive business results.

Distributor Management :

  • Ensures all markets are effectively covered. Identifies, assesses and appoints right distributor for business using ORTHO CLINICAL DIAGNOSTICS selection criteria.
  • Assesses the distributors’ sales and technical service teams
  • Ensures that legal contracts, TPI agreements are in place and HCC / HCBI and FCPA policies adhered to
  • Conducts annual compliance certification and training to Distributor teams
  • Continuously evaluates distributor performance and manages underperformance with appropriate actions
  • Understands the key motivators, needs and limitations of distributors and finds effective solutions to improve the working relationship and performance
  • Business Management :

  • Explores alternative sales models and strategies to find best fit solution for business
  • Utilizes entrepreneurial skills when assessing the region and strives in finding ways to build and grow the business
  • Sets ambitious but realistic objectives for the business based on innovative strategies; takes calculated risks based on thorough analysis and balanced judgement of outcomes
  • Sets robust leading performance indicators and monitors progress regularly, taking action as required
  • Effectively participates in high-level discussions and business planning that ensures ORTHO CLINICAL DIAGNOSTICS continually adjusts its approach to changing market conditions and opportunities in emerging markets
  • Financial Acumen :

  • Secures accurate forecasts from distributor partners and is able to challenge distributors where appropriate
  • Applies effective financial forecasting models to build credible and achievable BP
  • Is up to date with changes in volume drivers and models the financial outcomes for more than one scenario and / or strategy, including consideration of resource requirement
  • Understands PL vs. Cash Flow impact. Manages AR position and ensures that the Company collects
  • Works with distributor to ensure the sustained profitability of deals / customer accounts
  • Works with Finance partners to assess financial health of distributor to minimize collect-ability risk.
  • Ensures that distributors are contract compliant
  • Lead the development of the Business Plan including short term and long term sales and profitability targets based upon the broader franchise EMEA goals and growth objectives.
  • Appraise and evaluate the results of the overall geography regularly and reports these results balancing short term needs with longer term strategic impact
  • Identify, direct and participate in future growth activities and strategies, including investigations, evaluations and negotiations in accordance with Franchise objectives
  • Market and Product Knowledge :

  • Stay abreast of key market changes, trends, competitive intelligence, and anticipate changes in the external environment
  • Develop strong working relationships with key stakeholders of critical customers / NGOs, GPOs as well as KOLs to anticipate customers’ needs and insights.
  • Product, market and competitive intelligence - serves as resource for questions about products, services and solutions.
  • Proactively forecasts market, industry, technology and competitive trends. Identifies and maintains a deep understanding of competitors offering.

    Maintains a constant focus on how regulatory requirements and compliance guidelines impact the business.


    University Degree required; MBA / Masters degree desirable.

    Experience of Diagnostics sales role(s). Ideally these would be in the fields of Clinical Diagnostics, Blood Transfusion, Immunoheamatology or Heamatology

    5-7 years experience in sales is required within a culture of personal accountability.

    Proficient at analyzing commercial data and identify key trends or drivers of change.

    Solid understanding of trends in the diagnostic market and factors that influence the market place would be beneficial.

    Fluency in English and French is required.

    This role may require 30 - 50% travel (varies by region), for distributors, customers visits and internal company meetings.


    For this position we will not sponsor applicants for work visas.

    Equal Opportunity

    Ortho Clinical Diagnostics believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic.

    Ortho Clinical Diagnostics is also committed to providing reasonable accommodations to qualified individuals so that an individual can perform their job related duties.

    If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at orthorecruiting

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