Business Development Lead: New Business Models

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Location: Morocco, Côte d'Ivoire, Kenya, Egypt, Nigeria, or South Africa.

Travel Requirement: The initial pilot for this initiative will be conducted in Morocco. Candidates based outside Morocco must be prepared for extensive travel to Morocco, particularly during the project's go-live and hypercare periods. As the models expand, additional travel within the region will be required.

The Opportunity: Commercial Execution and Scale a High-Impact
Healthcare Model

At Roche, we are driven to do "Now What Patients Need Next". This is a unique opportunity to lead the on-the-ground execution of a transformative healthcare solution in Africa. We are seeking an entrepreneurial leader to spearhead the first-ever implementation of a new IVD- Access enabling business model.

The innovative model employs a Hub-and-Spoke approach to connect small and medium-sized IVD laboratories to a state-of-the-art central reference laboratory, dedicated to improving access to high-quality In Vitro Diagnostics (IVD) in Africa and other low- and middle-income countries (LMICs). The model seeks to catalyze the development of Lab Medicine practices in the selected countries by driving increased investment in capacity and capability development.

As the Business Development Lead, you will own the end-to-end success (strategic, operational, and commercial) of the pilot in Morocco and the development of related models in Africa. Your primary mission is to drive the successful launch of the defined and validated business model, ensuring the business is commercially sustainable and scalable. This is an execution-focused role, responsible for bringing this innovative business model’s vision to life.

Your Mission: A Phased Approach to Impact
Your role will evolve through three distinct phases:
1. Execute the Blueprint: Lead the inaugural pilot implementation in Morocco to establish a successful, sustainable operational foundation. This includes commercial accountability for the pilot and its expansion.
2. Codify & Deploy the Playbook: Ensure the systematic capture of insights and learnings from the Morocco pilot to create a replicable, scalable playbook for future deployments in Morocco and new markets.
3. Drive Replication: Leverage your practical expertise to support the scaling of other new business models across Subregion Africa, ensuring lessons from the pilot are integrated into future launches. This includes commercial accountability for future deployments.

Phase 1: Pilot Leadership (Morocco)

• Lead the on-the-ground implementation and operational scaling of the innovative model in Morocco.
• Drive all commercial and contracting processes with laboratory network leaders to ensure sustainable deployment and financial viability.
• Engage Key Opinion Leaders (KOLs) and lab stakeholders to co-build the network, shape governance frameworks, and refine business models.
• Collaborate with internal experts (e.g., legal, finance, procurement) and external partners to ensure a compliant and sustainable deployment of the model.

Phase 2 & 3: Playbook Development & Replication Support

• Systematically translate pilot execution into a practical, replicable success model for other regions.
• Develop and empower regional and local teams through on-field coaching and guidance, building implementation expertise across the organization.
• Serve as the subject matter expert on the Model’s implementation, supporting the rollout of similar business models across public and private sectors in the sub-region.

You are a strategic and entrepreneurial leader with a proven ability to translate vision into concrete, on-the-ground execution. You thrive on operational challenges and excel at bringing complex projects to life.

Required Experience & Qualifications:

• A minimum of 5 years in the In Vitro Diagnostics (IVD) industry with significant exposure to market and business development.
• A proven track record of translating high-level models or strategies into tangible, operational reality.
• Strong financial acumen with deep experience in contracting, commercial negotiations, and managing financial viability within the healthcare sector.
• Experience in both B2B and B2C environments is beneficial; direct experience with the Moroccan market is highly preferred.
• Fluency in both English and French (spoken and written) is highly desirable.
   

Skills & Mindset:

• Leadership: Strong people management skills with demonstrated success leading matrixed teams and influencing without direct authority to achieve impactful outcomes.
• Stakeholder Engagement: Skilled at engaging C-suite stakeholders, building partnerships, and fostering trust across complex networks.
• Problem-Solving: An entrepreneurial, proactive, and creative problem-solver who can overcome challenges and adapt solutions to different market contexts.
• Communication: An exceptional oral and written communicator with strong business presentation skills.

Reporting Structure

● Reports to: Chapter Lead for Strategic Planning & Innovation, Subregion Africa.

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer.