The Senior Manager will drive commercial growth and market penetration across LATAM (excluding Brazil) by developing regional strategies and managing distributor networks. They will also lead business development efforts, maintain key stakeholder relationships, and provide accurate sales forecasting and market analytics.
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.
“I was the first applicant for a remote marketing position that got listed on the company website the same day I applied. Had an interview within 48 hours!”
— Sarah J.
·
Marketing Manager
★★★★★
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