Senior Key Account Manager, Gauteng; Invitro Diagnostics

Senior Key Account Manager – Gauteng

Johannesburg, South Africa

Cepheid, a Danaher Company

Country Manager, South Africa

At Cepheid, we are united by our mission to enable access to fast, accurate, and actionable diagnostic insights that improve lives. As a Senior Key Account Manager based in Gauteng, you will play a critical role in accelerating our commercial growth across South Africa’s healthcare ecosystem. You will lead strategic customer engagement, driving adoption of Cepheid’s molecular diagnostic solutions across both the commercial and public health sectors, including HBDC.

You will be responsible for managing key accounts directly and supporting distributor activities, while delivering on sales targets and business expansion plans. This high-impact role requires a customer-centric mindset, strong commercial acumen, and the ability to influence complex stakeholder environments.

• Achieve or exceed quarterly and annual revenue targets by managing and growing strategic accounts in the region.
• Design and execute tailored account strategies to drive market share, increase test menu utilization, and secure long-term partnerships.
• Lead participation in tenders, contracts, and pricing strategies aligned with both commercial and public health market dynamics.
• Serve as the primary point of contact for healthcare institutions, commercial laboratories, and regional distributor partners.
• Drive business growth across key private and public healthcare providers, including Commercial Labs, Hospitals, Clinics, and Alternative Care Settings.
• Conduct regular engagements with clinicians, lab directors, procurement leads, and policy makers, positioning Cepheid as a trusted diagnostics partner.
• Collaborate with the Marketing team on demand generation campaigns, scientific workshops, and customer events, ensuring execution excellence.
• Support distributor partners by evaluating performance, facilitating training, and ensuring adherence to the Channel Partner Toolkit (CPTK) process.
• Maintain strong sales forecasting discipline using Salesforce (SFDC), providing visibility on pipeline, funnel activity, pricing, and market trends.
• Work cross-functionally with Customer Care, Service, and Technical teams to ensure high service quality and instrument uptime for your accounts.
• Champion the Danaher Business System (DBS) and funnel management principles to continuously drive process excellence and performance.

Complete all assigned training modules on time and ensure compliance with Cepheid and Danaher policies. For team leaders:
Ensure timely and full training completion for all direct reports.

• Education & Experience:
  
  Bachelor’s degree in Life Sciences, Medical Technology, or a related field.
• Minimum 5 years of experience in the diagnostics, medical device, or healthcare industry.
• Demonstrated success in managing key accounts and developing long-term business relationships.
• Strong financial and commercial acumen, especially within B2B healthcare markets.

• Ability to lead complex sales cycles, manage multiple stakeholders, and influence buying decisions.
• Exceptional communication and presentation skills in both clinical and commercial environments.
• Adept at cross-functional collaboration and leveraging internal resources to support customer success.
• Highly organized, self-driven, and motivated by results.
• Willingness to travel locally and regionally up to 50%.

• Multi-lingual:
  Fluent in English; additional languages are an asset.
• Experience managing P&L and budgets.
• Advanced proficiency in Salesforce CRM or other sales tracking tools.
• Understanding of molecular…