Senior Manager Commercial Development LATAM ( except Brazil)

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

The Senior Manager Commercial Development LATAM (except Brazil) will play a critical role in driving the commercial success Thermo Fisher Scientific is driving a strong commercial development mindset to achieve returns on recent investments in new capabilities for reaching the company goal - to accelerate market share gain by successfully driving our growth strategy to exceed customers' expectations.

REQUIREMENTS:

* Bachelors degree plus 8 years of proven sales experience in life sciences, pharmaceutical, or related industries
* Preferred Fields of Study: Life Sciences, Business, Chemistry, Biology, or related field

* Fluent English required, additional languages valued
* Willingness to travel up to 50% of time
* Commercial experience in healthcare diagnostics, clinical laboratories, medical technology, or life sciences industries.
* Strong understanding of clinical laboratory workflows, diagnostic testing environments, and healthcare procurement processes.
* Experience in strategic planning, market forecasting, performance tracking, and commercial analytics.
* Demonstrated success managing and developing distributor networks.

* Expertise in strategic account planning and complex sales cycle management
* Consistent record of meeting and exceeding revenue targets and driving business growth
* Advanced proficiency in CRM systems, particularly Salesforce.com
* Strong presentation, negotiation, and communication skills
* Analytical capabilities for market analysis and sales forecasting
* Ability to build and maintain relationships at senior executive levels

Key Responsibilities:

Market Development & Strategic Planning

* Conduct comprehensive territory mapping LATAM (except Brazil) to assess market potential, customer segmentation, and market maturity.
* Develop regional market penetration strategies and define phased country-entry and expansion plans.
* Establish country-specific go-to-market strategies, including regulatory, registration, and commercialization requirements, focusing on main country contributors for later developing next Tier countries plan
* Identify and prioritize key market opportunities, customer segments, and growth initiatives.
* Analyze competitive landscapes, market dynamics, and emerging trends to develop effective commercial strategies.

Commercial Leadership & Business Development

* Identify, qualify, and secure strategic business opportunities within clinical laboratories, hospitals, healthcare systems, and diagnostic networks.
* Build and maintain strong relationships with key stakeholders, including Key Opinion Leaders (KOLs), laboratory directors, clinicians, procurement leaders, and healthcare administrators.
* Drive customer engagement throughout the sales cycle to achieve customer commitment, long-term satisfaction, loyalty, and retention.
* Develop tactical plans to maximize revenue growth and accelerate adoption of CDD portfolio focusing in each product areas and how to position accordingly in the region
* Support pricing strategy development through market acceptance analysis and customer value assessments.

Forecasting & Business Analytics

* Develop and maintain accurate sales forecasts and opportunity pipelines across the region.
* Monitor territory performance, market penetration progress, and commercial execution against strategic objectives.
* Provide regular business updates and market intelligence reports to senior leadership.
* Conduct financial and territory analyses to support strategic decision-making and resource allocation.

Cross-Functional Collaboration

* Partner closely with Marketing, Product Management, Operations, Regulatory Affairs, and Research & Development teams to improve market competitiveness and customer value proposition.
* Contribute market insights, customer feedback, and competitive intelligence to support product roadmap and marketing initiatives.
* Collaborate on the development of regional marketing campaigns, customer engagement programs, and commercial launch strategies.
* Identify opportunities for adjacent and parallel markets and evaluate product-market fit, customer needs, value drivers, and unmet clinical challenges.

Distributor & Channel Management

* Develop and manage distributor relationships to maximize regional coverage and commercial effectiveness.
* Establish performance expectations, business plans, and growth objectives with channel partners.
* Support distributor capability development through training, coaching, and strategic account engagement.
* Work collaboratively with Thermo Fisher SDG commercial teams for better territory coverage

Organizational Leadership

* Demonstrate the highest standards of professionalism, integrity, and ethical conduct.
* Share best practices, commercial successes, and market insights across the organization.
* Contribute to knowledge-sharing initiatives that improve team effectiveness and operational excellence.
* Participate in sales meetings, customer events, industry conferences, exhibitions, and training programs.
* Actively support continuous improvement initiatives that enhance business performance and customer experience.

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