Country Manager at IQVIA

Role Overview

• We are seeking an experienced and commercially driven Country Manager to lead and grow our Molecular Diagnostics business in Nigeria, one of Africa’s most complex and strategically important healthcare markets.
• This role carries full commercial, operational, and people leadership responsibility, with a strong emphasis on public and private sector growth, deep engagement with local healthcare funding mechanisms, and long-term sustainability. The successful candidate will bring strong industry experience, established relationships within the Nigerian healthcare ecosystem, and a proven ability to develop and execute country‑specific sales and market access strategies.

Key Responsibilities

Commercial & Strategic Leadership

• Partner closely with the Managing Director to define, develop, and execute a Nigeria‑specific strategy to profitably grow the Molecular Diagnostics business across public and private sectors.
• Define and implement long-range strategic plans, ensuring alignment with regional and global priorities.
• Establish comprehensive sales strategies and execute all tactical initiatives required to achieve revenue, profitability, and market share objectives.
• Hold full P&L responsibility, including forecasting, target achievement, and performance tracking.
• Prepare, present, and manage annual business plans, with regular performance updates.
• Ensure all activities are conducted in a legal, ethical, and compliant manner, in line with regulatory requirements.

Sales Excellence & Operational Management

• Lead, coach, and manage a team of Sales Executives and Ambassadors, driving execution excellence and sustained performance.
• Own and execute sales plans to achieve revenue growth, improved profitability, higher win‑rates, and increased share of wallet.
• Propose and manage human and financial resource allocation to maximize productivity.
• Monitor and control budgets and expenditure against approved allocations.
• Support the field team with contract negotiations, particularly around pricing and profitability.
• Act as a trusted advisor and senior contact for key customers.
• Oversee customer issue escalation through to resolution, ensuring high levels of customer satisfaction.
• Ensure effective use of salesforce management systems, KPIs, incentive plans, and performance management tools.

Government, Funders & Market Access

• Build and maintain strong working relationships with:
  • Federal and State Ministries of Health
  • Government agencies and regulatory bodies
  • Public health laboratories and reference laboratories
  • Local and international laboratory funders and donors
• Demonstrate a strong understanding of Nigeria’s healthcare funding mechanisms, procurement structures, and reimbursement models.
• Navigate tender processes, donor-funded programs, and public health initiatives effectively.
• Position the organization as a strategic long-term partner within the Nigerian healthcare system.

Customer & KOL Engagement

• Establish and execute structured Key Opinion Leader (KOL) engagement plans, in collaboration with Marketing.
• Maintain regular engagement with top KOLs, laboratory directors, and C‑suite stakeholders.
• Implement mechanisms to monitor the effectiveness of KOL engagement.
• Maintain a strong understanding of market dynamics, competitive landscape, pricing, and reimbursement challenges.
• Translate market insights into actionable commercial strategies.

People Leadership & Talent Development

• Develop, motivate, and challenge teams to achieve high performance and accountability.
• Identify and develop high‑potential (HIPO) talent, with clear development and succession plans.
• Build leadership capability through active coaching and mentoring.
• Drive appropriate recognition, rewards, and engagement initiatives.
• Foster a collaborative, ethical, and results-driven culture.

Required Knowledge & Experience

• Minimum 6 years’ experience in a senior commercial or country leadership role.
• At least 3–4 years’ proven people management experience.
• Strong commercial background within healthcare, preferably IVD, Diagnostics, Molecular, or related markets.
• Demonstrated experience in the Nigerian market, including understanding of:
  • Public healthcare systems
  • Laboratory funding and donor mechanisms
  • Government and regulatory engagement
• Established relationships with KOLs, laboratories, and healthcare stakeholders are a strong advantage.
• Proven ability to develop and execute country-specific sales strategies.
• Strong leadership, negotiation, financial analysis, and communication skills.
• Ability to influence and operate effectively within a matrix organization.

Qualifications

• University degree in Medical Technology, Biochemistry, Biomedical Sciences, or a related field.
• Understanding of Molecular Diagnostics sales processes is highly advantageous.
• Strong business planning, project management, and analytical capabilities.
• High level of accountability, agility, and the ability to manage multiple priorities.
• French language skills are an advantage, particularly for regional collaboration and West African engagement.
• Experience in finance or strong analytical skills will be considered a plus.