Business Development Lead: New Business Models at Roche Kenya

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:

• 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.
• 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.
• 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.

Key Responsibilities

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.

Candidate Profile: The Entrepreneurial Leader

• 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.