Sales Force Effectiveness Latam Manager

Abbott Laboratories; México; Presencial; MXN 2,201,000 - 2,753,000; Jornada completa

Descripción de la vacante

A global healthcare leader is seeking a Sales Force Effectiveness Latam Manager to enhance field force performance and drive commercial impact across LATAM. This pivotal leadership role requires strategic insight and deep understanding of sales dynamics. The ideal candidate will have over 10 years of experience in Sales Force Effectiveness within the pharmaceutical industry, ideally with a background in leading high-performing teams. Strong proficiency in English and Spanish is essential for this position based in Mexico.

Servicios

Career development with an international company

Sales Incentive Plan

Recognized as a great place to work

Formación

• Minimum of 10 years of experience in Sales Force Effectiveness, Commercial Excellence or related roles within the pharmaceutical industry.
• 10+ years of experience leading and developing high-performing teams.
• Proven track record in Sales Force Effectiveness leading regional or global initiatives with strategic impact.
• Demonstrated ability to work collaboratively and influence across multicultural and cross-functional environments.
• Advanced in English and Spanish.

Responsabilidades

• Act as a strategic partner to local commercial teams, identifying performance gaps and implementing tailored improvement initiatives.
• Drive best-practices sharing in sales force excellence.
• Establish SFE monitoring regional systems and define and monitor key performance indicators (KPIs).
• Lead key SFE pillars including segmentation, targeting, territory design, call planning, and incentive model.
• Enhance CRM platforms and digital tools to improve field force productivity.

Conocimientos

Sales Force Effectiveness

Commercial Excellence

Cross-functional collaboration

Data analytics

Leadership

Educación

Bachelor’s degree in business administration, Engineering, Marketing, or related field

MBA or postgraduate degree

Herramientas

CRM systems

Descripción del empleo

Sales Force Effectiveness Latam Manager

This position provides support to the Nutrition business.

Open in LATAM in Costa Rica, Colombia, Mexico, and Brazil.

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of.
• Sales Incentive Plan
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position is based in City Place, San Jose, Costa Rica, Colombia, Mexico and Brazil, for our Nutrition Division. Our nutrition business develops science‑based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, Glucerna® – to help get the nutrients they need to live their healthiest life.

As the Sales Force Effectiveness Latam Manager you will be the Head of Sales Force Effectiveness Latam and will play a pivotal role in shaping and executing the regional strategy to enhance field force performance, drive commercial impact, and support sustainable growth across our pharmaceutical portfolio. This leadership position requires a strategic mindset, strong cross‑functional collaboration, and deep understanding of sales dynamics in diverse Latam markets.

What You’ll Do

• Act as a strategic partner to local commercial teams, identifying performance gaps and implementing tailored improvement initiatives. Advise senior leadership on sales force structure, investment priorities, and performance strategies.
• Serve as SFE expert to other functions to ensure standards are realistically set for all programs (including reports and dashboards). Develop and execute the regional SFE strategy in alignment with Abbott’s global standards and LatAM commercial goals. Develop SFE LatAm Guidelines.
• Work with region and affiliate SFE Teams to drive best‑practices sharing in sales force excellence – demonstrate stepwise improvements in the efficiency and effectiveness of regional Sales resources.
• Establish SFE monitoring regional systems and define and monitor key performance indicators (KPIs) to assess sales force effectiveness and support strategic decision‑making. The Latam SFE lead is responsible for setting direction to affiliate SFE managers and delivering on Latam SFE objectives.
• Lead key SFE pillars including segmentation, targeting, territory design, call planning, and incentive model.
• Design sales force incentive schemes, ensuring sales growth while maintaining compliance standard.
• Implement HCP customer segmentation & targeting through data (leveraging digital data), adapting to customer mix, optimal call load and geographical needs by brand/team.
• Ensure affiliate HCP customer database is in place, it is updated and accurate in profiling customers against potential for business.
• Ensure that each country actively manages call quality, both quantum and quality of coaching and CRM management & deployment.
• Drive resources allocation to expedite sales growth according to business potential and ROI.
• Enhance CRM platforms and digital tools to improve field force productivity. Maximizing and improving the value of teams.
• Collaborate closely with Business Intelligence, Marketing, Training & Development, and Commercial to ensure integrated execution.
• Foster a culture of continuous improvement, innovation, and operational excellence across the region.

Deep understanding of sales force effectiveness strategies and operations, incentive models, segmentation and targeting. Deep understanding in CRM systems, data analytics and performance management tools.

Diversity and complexity of affiliates, channels, brands, teams and customers. Varying levels of digital knowledge/skill across the organization required for organization transformation and optimization in the new digital ecosystem. New capabilities being developed and adopted. Complexity of stakeholder influence and alignment cross‑functionally and cross‑regionally.

Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment. Securing appropriate, reliable sales analytics (especially for difficult‑to‑measure activities, and due to non‑compliance) and integrating insights from multiple platforms (not originally designed together).

Required Qualifications

• Bachelor’s degree in business administration, Engineering, Marketing, or related field.
• Minimum of 10 years of experience in Sales Force Effectiveness, Commercial Excellence or related roles within the pharmaceutical industry.
• 10+ years of experience leading and developing high‑performing teams.
• Proven track record in Sales Force Effectiveness leading regional or global initiatives with strategic impact.
• Demonstrated ability to work collaboratively and influence across multicultural and cross‑functional environments.
• Advanced in English and Spanish.

Preferred Qualifications

• MBA or postgraduate degree desirable.
• Portuguese is highly desirable.

Apply now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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