Senior Manager Commercial Development LATAM ( except Brazil)

ThermoFisher Scientific; United States; Remote; USD 160.000 - 230.000; Vollzeit

Zusammenfassung

Thermo Fisher Scientific seeks a Senior Manager Commercial Development LATAM (ex Brazil) to drive regional market development and a strong commercial mindset. The role emphasizes growth strategy, distributor networks, and engagement with healthcare stakeholders to accelerate market share gains across LATAM.

The position requires a Bachelor's degree plus 8 years of sales experience in life sciences or related industries, fluent English, and up to 50% travel.

Qualifikationen

• Bachelor's degree plus 8 years of proven sales experience in life sciences, pharmaceutical, or related industries.
• 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.

Aufgaben

• Market Development & Strategic Planning: map LATAM (ex Brazil), assess market potential, segmentation, maturity, and entry plans.
• Develop regional market penetration strategies and phased country-entry plans.
• Define country go-to-market strategies, regulatory and commercialization requirements, for main contributors.
• Identify and prioritize market opportunities, segments, and growth initiatives.
• Analyze competitive landscapes and trends to shape commercial strategies.

Kenntnisse

Fluent English

Strategic account planning

Complex sales cycle

Sales forecasting

Relationship building

Presentation skills

Negotiation

Communication skills

Senior executive relations

Life sciences sales

Ausbildung

Bachelor's degree

Tools

Salesforce.com

Jobbeschreibung

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.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.