Senior Manager, Commercial Development – LATAM

This is a fully remote position, open to applicants in Mexico.

📋 Description

• Lead the commercial success and growth strategy for Thermo Fisher Scientific in LATAM, excluding Brazil.

• Perform territory mapping to evaluate market potential, customer segmentation, and maturity of the market.

• Formulate regional market penetration strategies along with phased country-entry and expansion plans.

• Create country-specific go-to-market strategies, which encompass regulatory, registration, and commercialization requirements.

• Identify and prioritize opportunities in the market, customer segments, and growth initiatives.

• Analyze competitive landscapes, market dynamics, and emerging trends.

• Identify, qualify, and secure strategic opportunities within clinical laboratories, hospitals, healthcare systems, and diagnostic networks.

• Cultivate relationships with key opinion leaders, laboratory directors, clinicians, procurement leaders, and healthcare administrators.

• Enhance customer engagement throughout the sales cycle to secure commitment, satisfaction, loyalty, and retention.

• Develop tactical plans aimed at maximizing revenue growth and accelerating adoption of the CDD portfolio.

• Assist in shaping pricing strategy through market acceptance analysis and customer value assessments.

• Create and sustain regional sales forecasts and opportunity pipelines.

• Monitor performance within the territory, market penetration, and execution of commercial strategies.

• Provide business updates and market intelligence reports to senior leadership.

• Conduct financial and territory analyses to support strategic decision-making and resource allocation.

• Collaborate with Marketing, Product Management, Operations, Regulatory Affairs, and Research & Development.

• Contribute market insights, customer feedback, and competitive intelligence to the product roadmap and marketing initiatives.

• Work together on regional marketing campaigns, customer engagement programs, and strategies for commercial launches.

• Evaluate adjacent and parallel markets, product-market fit, customer needs, value drivers, and unmet clinical challenges.

• Develop and manage relationships with distributors, including performance expectations, business plans, and growth objectives.

• Aid in distributor capability development through training, coaching, and strategic account engagement.

• Collaborate with Thermo Fisher SDG commercial teams to ensure effective territory coverage.

• Maintain professionalism, integrity, and ethical conduct.

• Share best practices, commercial achievements, and market insights throughout the organization.

• Participate in sales meetings, customer events, industry conferences, exhibitions, and training programs.

• Support continuous improvement initiatives aimed at enhancing business performance and customer experience.

⛳️ Requirements

• Bachelor’s degree and 8 years of demonstrated sales experience in life sciences, pharmaceuticals, or related fields.

• Fluency in English is required; additional languages are a plus.

• Willingness to travel up to 50% of the time.

• Commercial experience within 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.

• Proven success in managing and developing distributor networks.

• Expertise in strategic account planning and managing complex sales cycles.

• Consistent track record of achieving and surpassing revenue targets while driving business growth.

• Advanced proficiency in CRM systems, especially Salesforce.com.

• Strong presentation, negotiation, and communication skills.

• Analytical skills for conducting market analysis and sales forecasting.

• Ability to build and maintain relationships at senior executive levels.

🏝️ Benefits

• Fully remote work mode.

• Standard Monday–Friday work schedule.