Claude Aidara

Strategic Business Development & Commercial Leader with over 20 years of international experience in the healthcare, medical device, and pharmaceutical industries across EMEA. Proven expertise in driving market expansion, launching premium solutions, and delivering sustained double-digit growth. Highly skilled in cross-functional leadership, indirect channel management, pricing strategy, and commercial activation across diverse geographies.

Adept at developing omnichannel GTM strategies, managing complex stakeholder networks, and leading innovative growth initiatives—including digital and AI transformation. Fluent in English and French; excels in matrix environments and multicultural settings

International Sales Manager – West & Central Africa at Topcon Healthcare (2026-01 – Present)

• Developed go-to-market strategies for emerging export markets across West & Central Africa and Dom-Tom.
• Identified and launched new distributor partnerships in underpenetrated regions.
• Managed multi-country operations across Africa, and emerging markets, navigating regulatory, logistical, and market-specific constraints.
• Managed complex sales cycles in capital equipment and surgical device environments.
• Drive international sales growth, market expansion, and strategic partnerships across West & Central Africa.

Strategy Consultant – Healthcare & Medtech at AlphaSights Expert Network (2024-11 – 2025-12)

• Advised consulting firms, private equity investors, and healthcare organizations on strategic and commercial strategy.
• Provided expert guidance on Healthcare and MedTech market dynamics, international expansion, go-to-market strategies, and growth opportunities across EMEA and Africa.
• Shared expertise on healthcare digital transformation, AI-enabled solutions, channel development, and stakeholder engagement.
• Key Impact: Enabled successful market entries and improved profitability through redesigned GTM and brand activation strategies.

Senior Business Development Manager – EMEA at Philips Healthcare (2018-01 – 2024-06)

• Directed business development strategy for a €120M portfolio across EMEA markets.
• Defined and executed regional and multi-market growth strategies across EMEA and emerging markets, aligning commercial priorities with long-term business objectives
• Led market entry and expansion initiatives in complex, regulated healthcare environments, driving sustainable revenue growth and market positioning reviews with local stakeholders.
• Led strategic partnerships and enterprise-level relationships across international healthcare markets, driving sustainable revenue growth and long-term business expansion.
• Coached regional teams with structured business reviews, performance management and execution of standardized commercial playbooks
• Key Achievements: Exceeded sales targets at 105% YOY; improved profitability by 5%; increased market share by 10%.

Business Line Manager – West & Central Africa at Philips Healthcare (2015-05 – 2017-12)

• Developed and executed multi-market commercial strategies aligned with regional priorities, customer needs, and organizational growth objectives.
• Identified and developed new business opportunities and solution portfolios, leveraging market insights, competitive intelligence, and customer needs.
• Developed and executed Medical Education programs for distributors, clinicians, and healthcare professionals.
• Built and managed networks of Key Opinion Leaders (KOLs) across multiple international markets.
• Developed and executed indirect channel and partner enablement strategies, accelerating growth across diverse geographies.
• Key Achievements: Achieved 25% revenue growth; Oversaw €7.5M in turnover and increased territory penetration.

Indirect Channel Manager – France & Overseas at Philips Healthcare (2011-05 – 2015-04)

• Established distributor governance frameworks, KPIs, and performance review mechanisms.
• Negotiated distribution agreements, incentive schemes, and growth plans across export territories.
• Acted as a key interface between commercial teams, partners, and stakeholders, driving collaboration and long-term relationship value
• Led complex negotiations and long-term partnership discussions across diverse healthcare ecosystems and indirect commercial models.
• Optimized sales operations and customer journey, enhancing efficiency and commercial performance.
• Key Achievements: Increased market share by 30%; Surpassed sales targets by 108%.

District Sales Manager – Oncology & Hematology at Bayer Schering Pharma (2007-08 – 2009-06)

• Led sales strategy and launch execution for new oncology brands in key hospital accounts.
• Delivered tailored market activation and physician engagement programs.
• Key Achievements: Achieved 108% of target; Recognized for excellence in digital training facilitation.

Regional Sales Manager – BU Oncology at Schering AG (2004-06 – 2007-08)

• Directed regional sales efforts across 600+ oncology and hematology physicians.
• Supported national brand strategy rollouts with local execution plans.
• Key Achievements: Delivered €8.5M in solid tumor sales (112%) and €5M in hematology (120%).

Certificate in AI in Healthcare: From Strategies to Implementation – Harvard Medical School (2024-11 – 2024-11)

MBA in Business Administration – Hult International Business School (2010-08 – 2010-08)