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
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Conduct comprehensive territory mapping LATAM (except Brazil) to assess market potential, customer segmentation, and market maturity.
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Develop regional market penetration strategies and define phased country-entry and expansion plans.
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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
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Identify and prioritize key market opportunities, customer segments, and growth initiatives.
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Analyze competitive landscapes, market dynamics, and emerging trends to develop effective commercial strategies.
Commercial Leadership & Business Development
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Identify, qualify, and secure strategic business opportunities within clinical laboratories, hospitals, healthcare systems, and diagnostic networks.
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Build and maintain strong relationships with key stakeholders, including Key Opinion Leaders (KOLs), laboratory directors, clinicians, procurement leaders, and healthcare administrators.
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Drive customer engagement throughout the sales cycle to achieve customer commitment, long-term satisfaction, loyalty, and retention.
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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
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Support pricing strategy development through market acceptance analysis and customer value assessments.
Forecasting & Business Analytics
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Develop and maintain accurate sales forecasts and opportunity pipelines across the region.
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Monitor territory performance, market penetration progress, and commercial execution against strategic objectives.
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Provide regular business updates and market intelligence reports to senior leadership.
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Conduct financial and territory analyses to support strategic decision-making and resource allocation.
Cross-Functional Collaboration
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Partner closely with Marketing, Product Management, Operations, Regulatory Affairs, and Research & Development teams to improve market competitiveness and customer value proposition.
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Contribute market insights, customer feedback, and competitive intelligence to support product roadmap and marketing initiatives.
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Collaborate on the development of regional marketing campaigns, customer engagement programs, and commercial launch strategies.
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Identify opportunities for adjacent and parallel markets and evaluate product-market fit, customer needs, value drivers, and unmet clinical challenges.
Distributor & Channel Management
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Develop and manage distributor relationships to maximize regional coverage and commercial effectiveness.
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Establish performance expectations, business plans, and growth objectives with channel partners.
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Support distributor capability development through training, coaching, and strategic account engagement.
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Work collaboratively with Thermo Fisher SDG commercial teams for better territory coverage
Organizational Leadership
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Demonstrate the highest standards of professionalism, integrity, and ethical conduct.
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Share best practices, commercial successes, and market insights across the organization.
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Contribute to knowledge-sharing initiatives that improve team effectiveness and operational excellence.
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Participate in sales meetings, customer events, industry conferences, exhibitions, and training programs.
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Actively support continuous improvement initiatives that enhance business performance and customer experience.
Required Qualifications
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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.
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Strong understanding of clinical laboratory workflows, diagnostic testing environments, and healthcare procurement processes.
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Experience in strategic planning, market forecasting, performance tracking, and commercial analytics.
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Demonstrated success managing and developing distributor networks.
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Ability to work effectively in a highly matrixed, international organization.
Preferred Qualifications
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Qualifications & Experience:
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Commercial experience LATAM (except Brazil) region & experience in working in International environment
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Experience in strategic decision support, market forecasting, performance tracking and marketing analytics
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Proven experience in Distributor management
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Understanding of the clinical lab sales cycle and activities to be able to custom tailor our offering
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Pro-active and self-initiated planning and organizing skills
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Proven ability to use commercial tools and KPIs for performance tracking and capacity to develop mitigation plans accordingly
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Candidate should be able to think creatively and demonstrate innovative thinking
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Strong leadership, business insight, decision making and project management skills
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Good communication and presentation skills
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Consistent record of handling complex analyses
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Showed strength in modelling tools such as trend analysis and optimization
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Ability to develop business results with appropriate level of detail and keep the right people informed
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Able to create and manage complex tools in IT tools and systems
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Must be fluent in English
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Minimum requirements/qualifications:
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University degree in Science, postgraduate degree in Business or Marketing highly desirable
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Minimum 8 years experience in Sales and Marketing, preferably in leadership roles
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Travel requirements: Up to 50% of the time throughout LATAM region (except Brazil)
REQUIREMENTS:
