SENIOR SALES MANAGER LATAM (EXCEPT BRAZIL)

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description The Senior Sales Manager 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. 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. Required Qualifications • 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 • Additional business or management certifications valued • Leadership experience managing and developing sales teams • Strong understanding of laboratory workflows, regulatory requirements, and industry trends • 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 • Fluent English required, additional languages valued • Willingness to travel up to 50% of time • Experience with Miller Heiman or similar strategic selling methodologies • Success in cross-functional team leadership and matrix environments • Proficiency in Microsoft Office suite and business intelligence tools 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. • Ability to work effectively in a highly matrixed, international organization. Preferred Qualifications • Qualifications & Experience: • Commercial experience LATAM (except Brazil) region & experience in working in International environment • Experience in strategic decision support, market forecasting, performance tracking and marketing analytics • Proven experience in Distributor management • Understanding of the clinical lab sales cycle and activities to be able to custom tailor our offering • Pro-active and self-initiated planning and organizing skills • Proven ability to use commercial tools and KPIs for performance tracking and capacity to develop mitigation plans accordingly • Candidate should be able to think creatively and demonstrate innovative thinking • Strong leadership, business insight, decision making and project management skills • Good communication and presentation skills • Consistent record of handling complex analyses • Showed strength in modelling tools such as trend analysis and optimization • Ability to develop business results with appropriate level of detail and keep the right people informed • Able to create and manage complex tools in IT tools and systems • Must be fluent in English • Minimum requirements/qualifications: • University degree in Science, postgraduate degree in Business or Marketing highly desirable • Minimum 8 years experience in Sales and Marketing, preferably in leadership roles • Travel requirements: Up to 50% of the time throughout LATAM region (except Brazil) REQUIREMENTS: