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Our Mission is to enable our customers to make the world healthier, cleaner and safer.
The Role
Lead regional commercial strategy and business development across LATAM (excluding Brazil). Drive territory mapping, market-entry plans, distributor/channel management, strategic account acquisition, forecasting, and cross-functional collaboration to accelerate adoption of diagnostic product portfolio and achieve revenue targets. Support pricing, market analytics, and commercial launches while developing sales teams and sharing best practices.
Summary Generated by Built In
Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob 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:
Skills Required
- Bachelor's degree plus 8 years of proven sales experience in life sciences, pharmaceutical, or related industries
- 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
- 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
- Demonstrated success managing and developing distributor networks
- Ability to work effectively in a highly matrixed, international organization
- Strong understanding of clinical laboratory workflows, diagnostic testing environments, and healthcare procurement processes
- Experience in strategic planning, market forecasting, performance tracking, and commercial analytics
Thermo Fisher Scientific Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thermo Fisher Scientific and has not been reviewed or approved by Thermo Fisher Scientific.
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Retirement Support — Retirement programs include a strong company 401(k) match and an employee stock purchase plan that add meaningful long‑term value. Feedback suggests these features stand out among core financial benefits even when base pay feels average.
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Healthcare Strength — Health coverage offers multiple national medical options alongside dental and vision, with company‑paid life and disability coverage. This breadth is considered a solid foundation even if some costs may not be the lowest among peers.
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Parental & Family Support — Paid parental and caregiver leave, backup care, adoption assistance, and specialized family resources are available. Feedback suggests these supports are a notable plus for colleagues managing family and caregiving needs.
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The Company
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
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