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Rio de Janeiro, Rio de Janeiro, Brasil
Onsite
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Commercial Distribution Manager based in Brazil.
As Commercial Distribution Manager, you will lead the development and performance of an assigned distributor, strengthening commercial capabilities and expanding the adoption of robotic-assisted surgery across Brazil. You will combine strategic business planning, sales leadership, clinical knowledge, and partner relationship management to support sustainable growth. Working closely with distributor leadership, sales representatives, surgeons, and internal cross-functional teams, you will help translate regional opportunities into actionable commercial strategies. You will guide business planning, monitor performance, coach field teams, and support product launches and surgeon training initiatives. The role also involves developing strong relationships with key opinion leaders and leading healthcare institutions to advance market adoption. This is a highly collaborative position requiring strong business judgment, ethical leadership, and extensive engagement across the surgical ecosystem.
Conduct due diligence on the assigned distributor, assess its capabilities, and prepare executive summaries outlining findings and recommendations.
Build the distributor’s understanding of clinical business operations, surgical procedures, and capital equipment sales processes.
Support the development of distributor business plans, including quarterly system and procedure targets designed to achieve or exceed commercial objectives.
Organize annual business planning meetings and quarterly business reviews, ensuring appropriate preparation, follow-up, and communication.
Develop and align on regional strategies to support the adoption of robotic-assisted surgery over a three-to-five-year horizon.
Coordinate surgeon training activities using the Technical Training Pathway (TTP).
Conduct regular field visits alongside distributor representatives to understand market dynamics, coach commercial teams, and support customer engagement and adoption.
Provide distributor representatives with information about new and existing products, supporting initial launches and ongoing product utilization.
Collaborate with internal stakeholders, including Customer Training, Sales Training, and Regulatory teams, to optimize resources, improve efficiency, and strengthen operational processes.
Support distributor personnel in operational activities, including hospital procedure coverage best practices, weekly reporting accuracy, capital sales activities, and forecasting.
Develop national and regional key opinion leader (KOL) relationships, reference sites, and centers of excellence.
Evaluate and recommend the organization's participation in national congresses, conferences, and symposia.
Maintain timely and accurate expense reporting while consistently demonstrating sound business ethics.
Assess the distributor’s ability to meet customer support obligations in accordance with the terms and conditions of the distribution agreement.
Communicate market insights, business opportunities, challenges, and recommendations to distributor principals and internal leadership.
Bachelor's degree in Business, a medical-related field, or a comparable discipline; an advanced degree is strongly preferred.
At least 6 years of experience in direct sales, distribution sales, or a related commercial role within the medical device industry.
Demonstrated success using market knowledge, industry trends, technology developments, and regional opportunities to build effective commercial and distribution strategies.
Strong leadership capabilities and business acumen, ideally with experience in surgical robotics or a related medical technology sector.
Ability to establish and develop productive, long-term partnerships with distributors and other key stakeholders.
Proven ability to collaborate across functions and work effectively with diverse internal and external teams.
Proactive, results-oriented approach, with a commitment to continuously identifying opportunities to improve performance and deliver value.
Strong ethical standards and sound business judgment.
Excellent analytical and problem-solving skills, including the ability to interpret complex information, assess large volumes of detailed data, and make well-supported decisions and recommendations.
Deep understanding of the culture, customs, and business practices of the countries within the assigned region.
Fluency in Portuguese, English, and Spanish.
Willingness and ability to travel extensively.
Location in Rio de Janeiro, Brazil, is preferred.
Opportunity to contribute to the growth and adoption of advanced robotic-assisted surgical technologies.
Exposure to strategic commercial leadership, distributor development, and the medical device industry.
Opportunity to collaborate with surgeons, healthcare institutions, commercial partners, and cross-functional international teams.
Potential to contribute to meaningful advances in minimally invasive care and patient outcomes.
Compensation determined according to the final job level, the selected candidate’s qualifications, experience, knowledge, and skills, in accordance with applicable law.