Director, Diagnostics Division

As Nigeria's premier provider of high-quality medical diagnostic solutions, ISN Medical stands out with a robust commitment to enhancing patient care and strengthening the healthcare ecosystem. Since 1981, ISN Medical has empowered healthcare practitioners to deliver accurate diagnoses through innovative technology, exceptional customer service, and superior technical support. With over four decades of industry experience, the company has established itself as a trusted partner to hospitals, laboratories, and research institutions across Nigeria and West Africa.

ISN Medical’s unique value proposition lies in its ability to offer cutting-edge diagnostic equipment, reliable reagent supplies, and comprehensive after-sales support, including user training, equipment maintenance, and technical assistance. Their extensive product portfolio spans clinical chemistry, immunology, haematology, molecular diagnostics, microbiology, and genomics—making them a one-stop solution for medical diagnostic needs.

About the role

As a key architect of ISN Medical’s growth trajectory, the Director will be accountable for delivering a 2025 Diagnostics revenue target of USD $4M, laying the groundwork for sustained 25% year-on-year growth. This role demands a commercially astute leader focused on profitability, targeting an EBITDA margin of 15% or greater. Growth will be driven by expanding the customer base by 20%, increasing active diagnostic sites by 25%, and consistently meeting strategic revenue commitments set in partnership with global OEMs. These ambitions will be supported by the rollout of a robust, data-driven sales infrastructure—anchored by comprehensive sales playbooks, clearly defined team structures, and full CRM adoption through Microsoft Dynamics. The goal is to generate over 200 qualified leads monthly, achieving a 30% conversion rate and driving consistent pipeline velocity.

To enable scale and efficiency, the Director will lead the design and deployment of a unified commercial operating model that aligns sales, account management, and technical service teams. This includes building a replicable onboarding and enablement framework that is closely aligned with KPIs and individual performance scorecards. A disciplined approach to execution will ensure that at least 80% of the commercial team meets or exceeds their targets, supported by structured performance reviews and a culture of accountability.

Deepening market penetration and increasing product utilisation will be central to success. The Director will drive clinical adoption of ISN’s diagnostic technologies through targeted engagement with healthcare professionals and continuous education programs. Account managers will be empowered with technical training to bridge existing knowledge gaps and expand the application of available test parameters. On the operational front, the Director will oversee service contract delivery, ensuring that at least 80% of work orders are completed within 72 hours and that all customer issues are resolved swiftly and effectively solidifying ISN’s reputation for service excellence.

With a strong emphasis on data-led decision-making, the Director will embed a culture of commercial intelligence across the organisation. By leveraging CRM insights and advanced analytics tools, they will deliver accurate monthly sales forecasts with 90% precision. Sales pipeline performance will be actively monitored to identify leakage points and implement timely interventions. Collaboration with the CTO will be key in optimising Microsoft Dynamics for predictive reporting and strategic insight generation—supporting agile, informed leadership at every level.

Finally, the Director will be responsible for building and sustaining a high-performance team. This includes hiring top-tier commercial talent, investing in structured sales capability development, and taking decisive action where underperformance persists. Through values-based leadership, the Director will foster a culture of excellence, collaboration, and purpose—positioning the Diagnostics Division as a high-impact growth engine within ISN Medical and a leading force in advancing diagnostic healthcare across Nigeria.

Key dimensions of the role

Key Responsibilities:

• Drive top-line revenue growth and enhance profitability across the Diagnostics Division.
• Strengthen sales effectiveness by implementing scalable sales systems, CRM tools, and team structures.
• Build a robust sales pipeline and improve lead-to-close conversion efficiency.
• Enhance the capability and performance of commercial and technical support teams through coaching, training, and accountability frameworks.
• Lead strategic relationships with OEM partners, ensuring alignment on commercial goals and market expansion.
• Improve customer satisfaction and retention by delivering consistent, high-quality service and swift resolution of issues.
• Develop and maintain accurate sales forecasts and pipeline visibility using CRM and data analytics.
• Foster a culture of innovation, collaboration, and continuous improvement within the division.

Skills & Attributes

• Talent Magnet – Skilled in identifying capability gaps, decisively addressing persistent underperformance, and attracting high-potential, mission-aligned talent to strengthen the commercial function.
• Systems Thinker – Adept at designing and embedding scalable, repeatable systems for sales execution, team onboarding, and operational consistency across functions.
• Commercially Aggressive – Results-oriented with a strong focus on top-line performance, revenue acceleration, and sustainable margin expansion.
• Customer Obsessed – Deeply committed to delivering exceptional service, cultivating long-term client relationships, and driving account growth through responsiveness and value.
• Change Leader – Navigates evolving business landscapes with composure and clarity, aligning teams around shifting priorities while maintaining operational momentum.
• Data-Literate – Brings a strong analytical mindset, leveraging performance data and insights to drive strategic decisions, coach teams, and optimise resource allocation.

Skills and experience

Experience & Background

• 10+ years of commercial leadership in B2B environments within technical or industrial sectors (Medical experience NOT essential).
• Proven track record in outstanding personal revenue generation, building and executing sales systems, leading P&L, and managing cross-functional teams.
• Have a solid understanding of complex product sales and scientific selling principles.
• Previous success in emerging markets or complex, high-stakes commercial environments.
• Experience with data-driven sales management, forecasting, and CRM systems.
• Have a demonstratable background in commercial excellence.
• Have previous experience in change management within a commercial environment– lead transformation without derailing current revenue goals.
• Must be educated with a Batchelors Degree.

Skills & Attributes

• Talent Magnet – Skilled in identifying capability gaps, addressing persistent underperformance, and attracting high-potential, mission-aligned talent to elevate commercial effectiveness.
• Systems Thinker – Builds and embeds scalable, repeatable systems for sales execution, onboarding, and operational efficiency.
• Commercially Aggressive – Highly results-driven, with a strong focus on revenue growth, margin expansion, and market penetration.
• Customer Obsessed – Committed to delivering exceptional service, enhancing the customer journey, and deepening account value.
• Change Leader – Leads teams through transformation with strategic clarity, while maintaining operational momentum and focus.
• Data-Literate – Applies analytics to inform sales strategy, forecast accurately, coach effectively, and optimise resource deployment.
• Quick Learner & Analytically Sharp – Excels at assimilating complex information, particularly in technical environments, and leveraging insights to drive performance.
• Strong Communicator & Trainer – Able to clearly articulate strategy, coach teams, and upskill talent to meet evolving demands.
• Exhibits Gravitas to Engage Stakeholders – Brings the presence and credibility to influence clinicians, OEM partners, and cross-functional teams.

Cultural Fit

• Demonstrates strong intellectual curiosity and a passion for continuous learning - thriving in complex, fast-evolving environments.
• Capable of leading through change with agility and calm, maintaining business continuity even amid transformation (“changing the tires while the bus is moving”).
• Embraces a values-driven and collaborative culture, leading with integrity, humility, and a hands-on mindset.
• Exhibits high integrity and a strong work ethic, consistently doing what is right for the business, clients, and team.
• Passionate about developing people and building long-term capability, with a genuine interest in mentoring and growth.
• Fully aligned with an accountability-driven culture, where performance standards and organisational values go hand in hand.

Don’t meet every single requirement? Studies have shown that women and people of colour are less likely to apply for jobs unless they meet every single qualification. At Millar Cameron, we are dedicated to supporting our Clients in building and supporting diverse and inclusive workplaces and culture, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Since 2007 Millar Cameron has specialised in sourcing leadership and keyperson talent across a number of industries, including agribusiness, international development, industrial, consumer, financial and professional services, private equity, and technology, media and telecommunications. Our mission and purpose is to positively contribute to the development of Africa, and other emerging markets, through the provision of people.