Zone Business Leader, IGT Devices LATAM

Your role:

• Lead commercial partnerships with customers across multiple countries or markets, driving revenue growth, fostering strong relationships, and negotiating contracts to maximise market share and profitability.

• Drive performance in a distributor-led model, setting clear expectations and holding partners accountable for results

• Build and execute market development strategies by country, accelerating therapy adoption and growth

• Lead complex, multi-country deal making (pricing, tenders, negotiations) to win in competitive markets

• Develop the sales strategy and plan, including forecasts and Annual Operating Plan (AOP) execution, to drive revenue growth, optimise market opportunities, and achieve sales targets.

• Lead the sales team and collaborate closely with cross-functional teams and market stakeholders to drive performance, align strategies, and ensure effective market execution.

• Lead a moderate product portfolio or new product/market combinations by improving sales and margins with existing customers, identifying new customers, and expanding business opportunities to drive growth.

• Address and resolve complex issues during the sales process promptly to maintain strong client relationships, customer satisfaction, and trust.

• Maintain strong market knowledge to secure and sustain targeted market share across the portfolio, ensuring competitive positioning and alignment with business goals.

• Develop strategies to generate leads, expand market reach, and grow the customer base by identifying opportunities and optimising acquisition channels.

• Review and enhance sales processes to improve efficiency and effectiveness, leveraging best practices and data-driven insights to streamline workflows and improve outcomes.

• Ensure compliance within the market, addressing issues and overseeing quality and regulatory requirements to provide accurate and timely management information.

• Drive succession planning and talent management, including employee selection, performance and compensation management, and career development aligned with business goals.

• May lead budget planning and P&L management to optimise profitability and financial performance.

You're the right fit if:

• You bring at least 10 years of experience in sales and marketing within the medical device industry, ideally including Image Guided Therapy or related technologies.

• You demonstrate extensive, proven leadership experience, with the ability to inspire, develop, and lead high-performing, multicultural teams.

• You have proven success leading in distributor-driven, multi-country markets

• You bring strong commercial acumen (deal-making, pricing, funnel discipline) and consistently deliver results

• You demonstrate an entrepreneurial, hands-on mindset, able to build markets and drive transformation

• You have strong communication and stakeholder management skills, with the ability to influence senior internal and external stakeholders across markets.

• You have a strong track record in driving commercial performance, delivering revenue growth, and managing complex sales cycles in multi-country environments.

• You combine strategic thinking with hands-on execution, translating market insights into actionable plans and tangible business results.

• You are comfortable operating in complex, matrix organisations and collaborating cross-functionally to deliver market impact.

• You bring solid business acumen, with experience in financial planning, forecasting, and P&L management.

• You demonstrate a strong customer focus, building long-term partnerships and understanding customer needs in evolving healthcare environments.

• You are adaptable and resilient, with the ability to navigate ambiguity and lead through change in dynamic markets.

• You are fluent in English; additional languages relevant to the LATAM region are a strong advantage.

How we work together
Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
 

About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care here.