Senior Sales Manager LATAM (except Brazil)

Work Schedule

Environmental Conditions

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: