Senior Manager Commercial Development LATAM ( except Brazil)

ThermoFisher Scientific; United States; Remote; USD 180,000 - 230,000; Full time

Job summary

Thermo Fisher Scientific is seeking a Senior Manager Commercial Development for LATAM (excluding Brazil). The role drives market development, strategic planning, and distributor management to accelerate regional growth and satisfy customer requirements.

The candidate will lead territory analysis, go-to-market strategies, and evaluate opportunities across clinical laboratories, hospitals, and diagnostic networks while collaborating with Marketing, Product Management, and Operations to optimize

Qualifications

• Bachelor's degree plus 8 years of proven sales experience in life sciences, pharmaceutical, or related industries.
• Fluent English required; additional languages valued.

Responsibilities

• Map LATAM (excluding Brazil) territories to assess market potential and segmentation.
• Develop regional market penetration strategies and country-entry plans.
• Create country-specific go-to-market strategies including regulatory and commercialization requirements.
• Identify key market opportunities and growth initiatives.
• Analyze competitive landscapes and market dynamics to shape commercial strategies.
• Identify, qualify, and pursue strategic opportunities in clinical laboratories, hospitals, and diagnostic networks.
• Build relationships with key stakeholders (KOLs, laboratory directors, clinicians, procurement leaders).
• Drive customer engagement through the sales cycle to achieve commitments, loyalty, and retention.
• Support pricing strategy through market acceptance analysis and customer value assessments.
• Develop and maintain accurate sales forecasts and pipelines across the region.
• Collaborate with Marketing, Product Management, Operations, Regulatory Affairs, and R&D to improve competitiveness.
• Manage distributor relationships and set performance expectations with channel partners.
• Lead cross-functional teams and participate in sales meetings, industry events, and training programs.

Skills

Life sciences sales experience

Fluent English

Strategic planning

Market forecasting

Commercial analytics

Distributor networks

Executive-level relationship building

Presentation skills

Negotiation skills

Communication skills

Analytical thinking

Education

Bachelor's degree

Tools

Salesforce

Job description

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.