Business Development Manager at GALVmed

Main Purpose

To lead the commercial development, market shaping, and partner management strategy for ruminant anti-parasiticides across SSA, ensuring:

• Sustainable private-sector engagement
• Scalable distribution models
• Affordable farmer access
• Long-term market viability
• The BDM will translate pipeline and portfolio strategy into executable, country-level commercial plans.

Scope

• Geographic scope: Tier 1 countries—Kenya, Tanzania, Nigeria, and Ethiopia—with a broader multi-country focus across Sub-Saharan Africa (SSA) depending on the portfolio.
• Product focus: Ruminant anti-parasiticides (Trypano, acaricides, endectocides, tick control solutions, diagnostic, identification.
• Stakeholder scope: Producer, Importers, distributors, agro-dealers, veterinary networks, government regulators, NGOs, donors, and regional bodies.

Key Activities

Strategic Commercial Development

• Develop market potential models and intelligence.
• Conduct detailed bottom-up market sizing and financial modelling.
• Portfolio development as Tryps (Nagana), acaricides (ear tag and Ixo), tick vaccines  and diagnostic in coordination with R&D and potential partners.
• Develop and implement a 3–5-year SSA commercial development strategy.
• Lead structured country prioritization using weighted scoring frameworks.
• Define product positioning and segmentation strategies by production system.
• Build investment cases and commercial forecasts for internal governance.
• Support pricing architecture balancing affordability and sustainability.

Country Market Entry & Expansion

• Develop phased country entry strategies (Wave 1, Wave 2, pipeline markets).
• Map regulatory timelines and commercial readiness.
• Design country-specific go-to-market roadmaps.
• Align product launch timing with seasonal parasite pressure.
• Evaluate local manufacturing vs centralized supply options from a commercial standpoint.

Private Sector Partner Identification & Management

• Identify and pre-qualify importers and distributors in priority countries.
• Conduct structured partner capability assessments:
• Financial capacity
• Regulatory competence
• Rural coverage footprint
• Technical sales capacity
• Portfolio conflict risks
• Negotiate distribution agreements and performance expectations.
• Develop KPIs and governance structures for distributor management.
• Support capacity strengthening of local partners where needed.

Route-to-Market & Demand Creation

• Design fit-for-purpose distribution models for:
• Pastoralist systems
• Agro-pastoral systems
• Commercial ranch systems
• Dairy Cattle
• Support demand generation campaigns and farmer education initiatives.
• Develop responsible use and resistance management messaging.
• Collaborate with partners to improve rural last-mile access.
• Identify financing mechanisms or credit models where affordability is a constraint.

Stakeholder Engagement & Market Shaping

• Engage with national veterinary authorities and regulatory bodies.
• Coordinate with donor-funded livestock initiatives.
• Identify opportunities for public-private collaboration.
• Represent GALVmed in regional technical forums and industry platforms.
• Contribute to policy discussions related to parasite control and resistance management.

Financial Oversight & Performance Management

• Develop and manage commercial performance dashboards.
• Develop 5 year LROPs (Long Range Operations Plan)
• Monitor revenue projections, penetration rates, and adoption trends.
• Track distributor performance and corrective action plans.
• Contribute to annual budgeting and portfolio reviews.
•  Provide quarterly updates to the Head of Commercial Development.

Travel Requirements

• 40–60% travel across Sub-Saharan Africa.

Qualifications / experience required (in order to successfully carry out the job role)

Education:

• Vets’ degree in Veterinary Medicine.
• Master degree on Marketing and/or Business Development.
• MBA or equivalent commercial qualification desirable.

Experience:

• 5 years in animal health, veterinary pharmaceuticals, or livestock input markets.
• Experience working across multiple SSA markets.
• Demonstrated success launching or expanding veterinary products.
• Experience negotiating and managing distribution partnerships.
• Proven ability to build financial models and commercial cases.

Skills:

• Proficiency in strategic implementation, budget management, and impact monitoring.
• Strong relationship-building skills across a variety of stakeholders, including government entities and commercial partners.
• Data-driven mindset with experience in impact assessment and reporting.
• Strong analytical skills and ability to assess local context including political sensitivities, distil complex situations, determine implications for VITAL 2 and for GALVmed and communicate options and advice to wide range of actors.

Competencies

Technical

• Market sizing and financial modelling
• Business development and financial acumen
• Distribution network design
• Regulatory pathway understanding
• Partner due diligence and negotiation
• Competitive landscape analysis
• Commercial risk assessment
• Understanding of acaricide resistance dynamics (advantageous)

Strategic

• Strategic thinker with operational discipline
• Strong negotiation and influencing skills
• High level of autonomy and ownership
• Cultural intelligence across SSA markets
• Ability to balance impact objectives with commercial sustainability
• Comfortable operating in ambiguity and emerging markets
• Collaborative and cross-functional mindset