Business Development Go-To-Market
Resume:
Mubarak Gyedu ************@*****.*** • 845-***-****
LinkedIn • North Brunswick, NJ 08902
Sales & Business Development Leader
Results-driven Commercial Leader with extensive experience driving revenue growth, market expansion, and profitability across Sub-Saharan Africa, including West and East African regions. Proven success managing multimillion-euro P&L portfolios for leading multinational healthcare and pharmaceutical organizations, such as Roche Diagnostics, LifeScan
(J&J), and Denk Pharma. Demonstrated expertise in strategic go-to-market execution, sales force leadership, third-party contracting, and distributor management. A skilled driver of business transformation, with a strong track record of turning around underperforming markets, mentoring high-performing cross-functional teams, and aligning operations with strategic goals. Recognized for data-driven decision-making and advanced analytical capabilities, leveraging tools, such as Salesforce and Python (Pandas, machine learning) for sales analytics and reporting. Holds advanced certifications in management and business analytics, and is known for influential presentation skills, stakeholder engagement, and a collaborative leadership style that fosters innovation, accountability, and sustainable growth. Areas of Expertise
• Sales Leadership & Revenue Growth
• Commercial Strategy Development
• Distributor & Channel Management
• Cross-Functional Team Leadership
• Customer Relationship Management
• Business Need Prioritization
• Salesforce Effectiveness
• Pharmaceuticals Commercialization
• Capital Equipment Sale
• Business Development
• Market Access & Expansion
• Key Account Management
• Strategic Partnerships & Alliances
• Performance Management
• Healthcare environments
• Stakeholder Management
• Medical Device Industry
• Patient Access
• P&L Management & Regional
management
• Data-Driven Decision Making
• Government & NGO Relations
• Negotiation & Mediation
• Emerging Markets Strategy
• Sales Operations
• Salesforce sizing & Alignment
• Diagnostic Industry &
Commercialization
• Contract Management –
Commercial
Key Career Highlights
• Directed commercial operations across Nigeria, Ghana, Gambia, Sierra Leone, and Liberia, managing a regional team of 25+ and achieving significant market growth for Roche Diagnostics.
• Transformed underperforming markets into profitable regions, contributing to a CHF 28.5M P&L across West and East Africa while ensuring market leadership.
• Spearheaded strategic sales planning and execution, aligning regional initiatives with global objectives and monitoring performance through custom KPIs and tools.
• Drove expansion by leading market intelligence projects, facilitating Roche’s strong footprint in Sub-Saharan Africa, and identifying new business opportunities.
• Built and led high-performance, cross-functional teams, overseeing recruitment, mentoring, and performance management to support sustainable growth.
• Forged strategic relationships with government, NGOs, and key stakeholders to strengthen brand presence, secure partnerships, and optimize go-to-market strategies P a g e 2 4
Career Experience
Roche Diagnostics
Commercial Lead – Anglophone West Africa (Expat Role) 2024 – Present Spearhead regional commercial operations across Nigeria, Ghana, Gambia, Sierra Leone, and Liberia, managing a 25- person team and delivering on strategic sales and market expansion goals. Oversee sales planning and execution, ensuring alignment with annual business objectives and driving consistent revenue growth across key markets. Direct multimillion- euro P&L management, budgeting, and expenditure tracking, maintaining compliance with Roche policies and financial targets. Lead the development and deployment of localized KPIs and sales tools by adapting global frameworks to suit market-specific needs. Manage key account strategies and customer engagement initiatives, strengthening partnerships with stakeholders, KOLs, and healthcare providers. Recruit, onboard, and mentor new staff, fostering a high-performance culture through structured development, coaching, and performance management.
• Drove sales performance through data analysis, CRM optimization, and actionable market intelligence to identify gaps and implement corrective actions.
• Orchestrated strategic go-to-market initiatives, including cycle meetings, product launches, CME sessions, and promotional forums in coordination with medical and marketing units.
• Supervised distributor relationships and sales performance, ensuring regional teams meet defined targets and standards.
• Ensured high-quality service delivery and after-sales support by monitoring team activity, customer feedback, and operational efficiency.
• Generated new business opportunities by analyzing market trends, identifying customer needs, and expanding service offerings across territories.
• Maintained ethical standards and regulatory compliance in all commercial operations, safeguarding Roche’s brand integrity and stakeholder trust.
• Developed end-2-end process and governance framework for Business partner Management (BPM) for IMEA which was adopted as the global blueprint
• Deliver organizational efficiencies through business model changes to 3rd parties
• Recruited business partners across SSA for Roche organization Regional Sales Manager – West & East Africa 2019 – 2024 Steered cross-functional sales operations across ten countries (Ghana, Nigeria, Sierra Leone, Liberia, Kenya, Ethiopia, Tanzania, Uganda, Rwanda, Gambia), overseeing 50 personnel and ensuring consistent performance against strategic targets. Led turnaround strategy in Ghana and Nigeria, restoring profitability and aligning operations with the South Africa Management Center. Mentored and empowered regional sales teams, promoting leadership at all levels and driving talent development through proactive recruitment.
• Developed and implemented route-to-market strategy across Sub-Saharan Africa, enhancing distribution efficiency and market penetration.
• Proud to be part of the 10.3% Cluster IMEA 3 growth in 2021 where 39% came from my territory
• Established governance framework for managing distributor relationships across SSA and IMEA, improving compliance and performance tracking.
• Drafted a standardized distributor agreement template that streamlined partnerships and improved alignment with corporate standards.
• Executed global fund initiatives in West Africa, contributing 65% of the region's business volume in 2020.
• Initiated strategic partnerships with major industry players (Novo Nordisk, Sanofi, AstraZeneca), driving collaborative market expansion efforts.
• Collaborated with global NGO programs like "Life for a Child," contributing an additional $2M in revenue through innovative access channels.
• Pioneered access strategies with Nigeria's Ministry of Health, resulting in a national diabetes screening initiative. P a g e 3 4
Regional Sales Manager – West Africa 2016 – 2019
Led quarterly action planning, aligning operational activities with revenue and budget targets. Reinforced distributor compliance through structured oversight and regular performance reviews.
• Delivered double-digit growth in Diabetes Care, achieving 30% growth in challenging markets like Nigeria in 2019
• Developed structured approaches to release opportunities for freedom within teams and processes and thrive on this juxtaposition
• Supported key account managers (KAMs) in securing high-value contracts in Ghana and Nigeria, strengthening local market presence.
• Streamlined operations in Nigeria, maximizing profitability and resolving longstanding inefficiencies in sales structure.
• Experienced in connecting matrixed teams to achieve a common vision and drive behind local goals
• Drove performance initiatives, facilitating 56% growth in revenue 2017
• Planned, coordinated and implemented commercial sales functions and processes Business Development Manager – West & East Africa 2012 – 2016 Built formidable sales team in Kenya, Uganda, and Rwanda, laying the foundation for sustainable regional growth. Recruited high-impact distribution partners in Kenya, Uganda, Rwanda, Tanzania, Djibouti, and Ethiopia.
• Played a key role in East Africa’s turnaround, enabling the region to meet its sales budget for the first time in 2014 and 2015.
• Developed and implemented new strategies and policies in collaboration with executive partners to establish and achieve long-term business objectives, providing company with strong and sustainable organizational leadership
• Generated critical market intelligence that informed Roche’s strategic entry into East African markets.
• Oversaw a 200% budget surplus in West Africa in 2015 through aggressive market expansion and team optimization. Cross Functional Responsibility
Sales Teams
HR Teams
Finance & Operations Teams
Medical, Quality, Safety and Regulatory Teams
Marketing Teams
Additional Experience
Area Sales Manager – Sub-Saharan Africa (SSA) Roche Diagnostics 2010 - 2012 Regional Sales & Marketing Representative Lifescan (Johnson & Johnson Company) 2005 - 2010 Sales Representative Vicdoris Pharmacy Limited 2004 - 2005 Instructor in Chemistry and Dispensing Practice Kumasi Technical University 2003 - 2004 Locum Pharmacy Technologist Timay Pharmacy Limited 2003 - 2004 P a g e 4 4
Key Projects
• Trade&Ahead Unsupervised Learning, (June 2023): Analyzed stock data using K-means and hierarchical clustering to group stocks based on attributes and provided insights on each group's characteristics. Skills & Tools: EDA, K- means Clustering, Hierarchical Clustering
• ReneWind Model Tuning, (May 2023): Built and tuned classification models to predict wind turbine generator failures, optimizing maintenance costs. Skills & Tools: EDA, Up/Downsampling, Hyperparameter Tuning, Regularization
• EasyVisa Ensemble Techniques, (May 2023): Developed predictive models using ensemble techniques to recommend visa approval/denial based on applicant profiles. Skills & Tools: EDA, Bagging, Boosting, Stacking Classifiers, GridSearchCV
• INN Hotel Supervised Learning – Classification, (April 2023): Predicted booking cancellations for hotels and proposed policies to reduce cancellations and optimize refund processes. Skills & Tools: Logistic Regression, Decision Trees, AUC-ROC, EDA
• ReCell Supervised Learning – Foundations, (Mar 2023): Developed pricing model for used devices by analyzing factors that influence pricing. Skills & Tools: EDA, Linear Regression
• E-news Express Project Business Statistics, (Feb 2023): Performed A/B testing and statistical analysis to assess the effectiveness of a new landing page for increasing subscriptions. Skills & Tools: Hypothesis Testing, A/B Testing, Data Visualization, Statistical Inference
• FoodHub Order Analysis using Python, (Jan 2023): Conducted exploratory data analysis to provide actionable insights on customer orders for a food aggregator company. Skills & Tools: EDA, Python, Data Visualization Education
Post Graduate Program in Data Science & Business Analytics University of Texas at Austin, (2022 – 2023)
• GPA: 3.71
International Executive MBA in Healthcare Operations Management Paris Graduate School of Management, (2011 - 2013)
Post Graduate Diploma in Management Practice Paris Graduate School of Management (2009 - 2010) Higher National Diploma in Pharmacy/Dispensing Technology Kumasi Technical University (2000 - 2003)
• GPA: 3.76
Certifications
Certified Management Specialist, LGS, London, (2022) Certified Management Consultant (CMC) 2022
Fellow, Institute of Management Consultants (FIMC) 2022 Professional Development & Training
Acceleration for High Performance Teams, GIBS, South Africa, (2018) Finance for Non-Financial Managers, GIBS, South Africa, (2018) Managing for Results, GIBS, South Africa, (2018) Think Sales (Sales Diagnosis), Prime Resource Group, South Africa, (2015) CDE 5-Day Advanced Course in Diabetes Care, South Africa, (2015) Master Negotiator, GIBS, South Africa, (2014) Competing in Emerging Africa, GIBS (held in Ethiopia), (2014)
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