COMMERCIAL EXCELLENCE SENIOR MANAGER LATAM

The Senior Manager of Commercial Excellence is a senior leadership position within LATAM. This role works closely with Regional VP to develop, implement, and integrate FME Commercial Excellence system across the region. Influencing rather than controlling directly, this role serves as a trusted partner and coach to Managing Directors, utilizing structured problem-solving, best-practice Commercial Excellence methods, and practical deployment experience.

The Senior Manager of Commercial Excellence will work cross-functionally with MDs, commercial leadership, local Commercial Excellence, Finance, Marketing, HR, supply chain and other functions and act as a strategic reference to identify growth opportunities, decision-making through data-driven insights, establish key performance indicators, and propose incentive systems that enhance commercial planning and execution.

This role provides strategic leadership to advance commercial effectiveness by designing, planning and implementing commercial processes, projects and initiatives to maximize top and bottom-line results with the countries and LATAM region. Drives discipline in sales methodology execution, ensuring Sales force effectiveness, Price and Tender excellence, commercial S&OP process, Customer Service Optimization and CRM processes ensuring governance, compliance, and operational rigor across commercial initiatives

Main Activities:

Leadership and Direction

• Support the regional implementation of Commercial Excellence initiatives aligned with the global strategy

• Contribute to the development and communication of the regional commercial strategy in collaboration with the VP and regional leadership

Strategy & Execution

• Support the development and implementation, in collaboration with Verticals, of marketing and sales projects aligned with the organization’s strategic priorities

• Collaborate across the region and Verticals to support alignment, execution and delivery of key commercial initiatives

• Contribute to the continuous improvement of commercial (sales and operations) processes

• Support the execution of business strategies related to product mix, pricing, business models and channels

Pricing & Tender Excellence

• Lead the regional pricing strategy, ensuring margin optimization and value-based positioning
  • Drive tender excellence frameworks:
  • Bid strategy
  • Win-rate optimization
  • Price corridor governance
• Partner with Finance to ensure profitability discipline in public sector contracts

Sales Force Effectiveness

• Define and implement sales productivity models (coverage, targeting, segmentation)
• Lead incentive schemes and performance management systems
• Drive adoption of best-in-class sales methodologies and tools

• Support the definition and monitoring of KPIs and performance management processes; analyze regional performance and contribute to action plans to address gaps

• Translate regional strategic priorities into operational initiatives and support their implementation

• Support countries in demand generation effectiveness, including the adoption of omni-channel sales approaches

Commercial Planning & S&OP

• Owns the commercial planning cycles, preparation of budgets, forecasts and mid-term regional business plans in alignment with global strategy, supporting the Regional Commercial Operations Leaders
• Support regional and global processes related to market insights, including MCS, MKIS, LRPP, LRPD and market segmentation
• Lead commercial S&OP integration with Marketing, Sales & Supply Chain and Operations
• Ensure alignment between demand generation and supply capabilities

Commercial Analytics & Insights

• Establish a data-driven decision-making culture
• Lead development of:
  • KPI frameworks
  • Performance dashboards
  • Market intelligence systems
• Monitor commercial performance using defined KPIs and provide insights to support regional and country objectives
• Provide analytical and operational support to sales and marketing strategic initiatives

CRM & Digital Enablement

• Own governance and optimization of CRM systems and digital tools
• Drive omnichannel commercial capabilities
• Improve data quality, pipeline visibility, and forecasting accuracy

Customer Service & Commercial Operations Optimization

• Drive end-to-end commercial process efficiency
• Improve customer experience and service levels
• Identify automation and process simplification opportunities

Organizational Capability Building

• Define and deploy commercial capability frameworks
• Support the identification of capability development needs within the commercial organization and contribute to relevant development initiatives

Commercial PMO & Transformation Governance

• Establish and lead the Regional Commercial PMO, ensuring structured execution of all strategic commercial initiatives across LATAM
• Define and enforce project governance standards, including prioritization, resource allocation, timelines, and performance tracking
• Build and manage a regional transformation roadmap, aligning initiatives across countries, verticals, and functions
• Ensure visibility and transparency of all key initiatives through standardized dashboards and executive reporting to VP and leadership team
• Act as the central coordination hub across Commercial, Finance, Supply Chain, Marketing, and HR to ensure cross-functional execution
• Identify risks, dependencies, and bottlenecks proactively, driving mitigation actions and escalation when required
• Drive a culture of accountability and delivery discipline, ensuring initiatives translate into measurable business impact
• Support post-implementation reviews to ensure value realization (revenue, margin, efficiency gains)

Stakeholder Engagement

• Build and maintain effective relationships with key regional stakeholders, understanding their needs and supporting the communication and coordination of business initiatives

Improvement / Innovation

• Support change management initiatives and continuous improvement projects aligned with evolving business and market needs

Quality, Legal & Compliance

• Follow and comply with all relevant FME policies, guidelines, manuals and SOPs

• Stay informed about policies relevant to the role and integrate corporate values into daily activities
• Support adherence to the Compliance Framework within the function

Required qualifications, experience and critical skills

Master’s degree in Business Economics, Finance or similar area.

+8 years’ experience in Med Tech or Pharma business in Commercial support, Business Intelligence or Marketing positions

Stakeholder Expectation Management: Works at an advanced level to identify potential stakeholders, analyze their expectations, and develop strategies for managing stakeholders and their expectations

Advanced English

Other languages besides country language is an asset

Technology and Systems:

Understand and use modern communication software and systems

Strong IT user knowledge (MS Office, CRM, SAP, Intranet, etc)

Understand basics of data security and related topics

Skills and Competencies

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

• Decision Quality: Making good and timely decisions that keep the organization moving forward.

• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

• Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear.

• Business Insight: Applying knowledge of business and the marketplace to advance the organization’s goals.

• Financial Acumen: Interpreting and applying understanding of key financial indicators to make better business decisions.

• Plans and Aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.

• Interpersonal Savvy: Relating openly and comfortably with diverse groups of people.

• Manages Complexity: Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.