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.
