Leads Regional clinical and industrial sales functions, including direct and indirect sales channels, with revenue responsibility of approximately $20 million covering a wide portfolio of consumable and capital (instrumentation) microbiology products. Accountable for regional direct and distributor commercial teams meeting their revenue growth and margin targets across the entire Latin American region, including the Caribbean. The role is accountable for all MBD commercial operations activity in the region. The position is responsible for MBD revenue plan in region with aim to maximize sales volume and profit while adhering to the company’s quality, personnel, regulatory and other specified policies. This role needs to adapt style to reflect mixed channel to market and different ThermoFisher structures within region, in addition to representing the regional customer, portfolio and regulatory requirements within MBD. Role works closely with SDG and Latin America structure within region, where appropriate.
Leads and influence regional direct and indirect commercial teams to meet or exceed annual sales targets Develops and manages the annual Sales and programs supporting both direct and distributor sales channels, including the creation of sales and promotional strategies and programs, sales assumptions and projections, sales goals, compensation, incentives, bonus and expenses. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes. Leads countries to identify product and/or registration gaps for both short and long-term opportunities. Facilitates the management of key business relationships with customers and distributors, and negotiates potential business opportunities for the company which are consistent with it’s long term objectives. Provide leadership and management direction that enables the commercial (sales, marketing and customer support) organizations in region to execute the tactical sales plan. Communicates the MBD Divisional goals and objectives to the sales team so it’s clear how their responsibilities are connected to the success of the business. Responsible for harmonizing process, sharing best practice and driving synergies across the region in clinical, industrial and food microbiology. Assures that the Commercial functions maintain and support company Quality Policy and Regulatory adherence. Ensures that products are sold in accordance with budgeted objectives to achieve sales volume and profitability in relation to preset goals. Sets pricing policies and approves all pricing exceptions, contract pricing, terms and adherence of pricing policies by sales organization, including monitoring of currency foreign exchange trends on revenue development, adheres to companies policies, process and sign-off levels. Monitors and reports regionally, monthly the status of: sales vs. target, expenses vs. target, sales incentives, bonus and promotion programs, CRM sales lead volume and sales funnel management, and market trends Develop and implement a harmonized CRM system in region that aligns with Divisional strategy, that is implemented as part of daily commercial execution by regional sales teams. Establishes and maintains top level relationships with the management of existing and potential key customers and distributors across the region, including recommendations for modifications to existing distributor channel partners where appropriate. Own but work closely with MBD legal and senior commercial leadership to manage and execute distribution contracting processes. Works closely with Regional leadership team, country leaders, distributor principals and divisional leadership teams to explore cross divisional commercial opportunities and new distribution growth opportunities. Needs to work closely and influence both MBD and SDG functional leads within region
Bachelors degree. MBA desirable. Minimum of ten years experience in commercial and general management in the health care industry. It would be advantageous to have experience in the IVD or Industrial diagnostics industry, within a corporate matrix environment. Need previous track record of leading successful sales, marketing and customer support teams and management of distributors across Central and Latin America region, having formulated and successfully executed revenue growth distributor programs Demonstrable skills in Leadership, Managing & Coaching, Analytical and Administrative Skills, including organizational design, recruitment and training to develop regional commercial infrastructure to support growth initiatives. Strong English skills essential and excellent verbal and written Spanish and Portuguese skills desirable Ability to travel within region and internationally up to 60%
Non negotiable hiring criteria:
Minimum of ten years experience in commercial and general management in the health care industry. Need previous track record of leading and building successful sales and customer support teams, in addition to distributor growth programs across Latin America region. Demonstrated success in working in a complex global matrix environment, including influencing a shared service model. Valid driver’s license for in market/country Valid passport for international travel to USA, Caribbean and EU