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.