Work Schedule

Environmental Conditions

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.