Government Business Development Manager

embecta is a global medical device company with a 100-year legacy in insulin delivery and diabetes care. Driven by innovation, purpose, and a commitment to improving lives, we are expanding our portfolio of solutions to serve even more patients, healthcare providers, and communities around the world.

Why embecta?

Imagine the long legacy and global scale of an industry leader combined with the agility, speed, and entrepreneurial energy of a startup—that's embecta. We are evolving from a company with more than 100 years of experience in diabetes care into a broader medical supplies organization, helping more than 30 million people worldwide live their best lives through innovative solutions, partnerships, and the strength of our global team. At embecta, you are empowered to take ownership, bring your authentic self to work, and accelerate your career alongside inspiring leaders.

This role is hybrid on-site two days a week at our office in Mexico City.

The Government Business Development Manager is responsible for driving government business growth across Mexico, Central America and the Caribbean.

The successful candidate will leverage deep expertise in government procurement, market access, tenders, and stakeholder engagement to build a robust pipeline of opportunities and deliver sustainable, profitable growth. Working across complex healthcare systems and institutional environments, this leader will translate market insights into strategic growth plans, business cases, and successful commercial outcomes while ensuring the highest standards of compliance and integrity.

Reporting to the General Manager, North LATAM, this role serves as a key cross-functional leader, partnering with Commercial, Market Access, Marketing, Medical, Regulatory, Legal, Finance, Supply Chain, and external stakeholders to advance strategic government opportunities.

What You'll Be Doing:
Government Growth Strategy & Opportunity Development

- Owns and leads the government business development strategy across multiple countries aligned with regional and global priorities.

- Builds and maintain a robust pipeline of government opportunities that drive sustainable revenue growth and market access and long-term strategic value.

- Identify emerging public-health priorities, procurement trends, funding opportunities, partnerships, and new routes to market.

- Translates market insights into actionable growth plans, opportunity roadmaps, and measurable business outcomes.

- Evaluate opportunities based on strategic fit, value, risk, profitability, and likelihood of success.

Market Intelligence, Research & Opportunity Qualification

- Analyze government healthcare systems, procurement environments, reimbursement structures, and competitive landscapes.

- Develop stakeholder maps and identify key influencers across ministries, public hospitals, payers, and healthcare organizations.

-Conduct opportunity assessments, business case, and market analyses to support strategic decision-making.

-Monitor policy, funding, and regulatory developments that may impact growth opportunities.

- Recommend priorities and investments based on commercial potential and long-term value creation.

Stakeholder Engagement, Influence & Relationship Building

- Build trusted relationships with government agencies, healthcare institutions, procurement organizations, distributors and strategic partners.

- Develop engagement strategies that strengthen market access and position embecta as a valued healthcare partner.

- Influence complex decision-making environments through insight-driven, customer-focused solutions.

- Represent embecta with senior external stakeholders across diverse healthcare systems and markets.

- Communicate strategic recommendations effectively to internal and external leadership teams.

Opportunity Leadership, Negotiation & Closure

- Lead government business opportunities from identification through award and implementation.

- Drive bid strategies, tender readiness, proposal development, pricing recommendations, and cross-functional approvals.

- Lead negotiations with government customers, distributors, and partners, while balancing compliance, profitability and patient value.

- Maintain clear opportunity plans, timelines, rigorous opportunity management, next-step ownership, timelines, decision point and executive visibility throughout the sales cycle.

- Anticipates risks, remove barriers and accelerate progress toward successful outcomes.

Cross-Functional Integration & Regional Execution

-Serve as the strategic lead connecting Commercial, Market Access, Marketing, Medical, Regulatory, Compliance, Legal, Finance, and Supply Chain teams.

-Influences stakeholders across a matrix organization to drive alignment and execution.

-Establish clear priorities, workplans and accountability for key government opportunities.

-Adapt strategies to local market realities while maintaining a consistent regional approach.

- Ensures seamless transition from business development to implementation and long-term customer success.

Performance Management, Communication & Governance

- Owns government business opportunity pipeline, forecasts, dashboards, and strategic reviews.

- Track KPIs including opportunity progression, conversion rates, revenue potential, profitability, and execution readiness.

- Deliver clear updates, recommendations, and risk assessments to local, regional, and global leadership.

- Use strong financial and analytical skills to evaluate investments, return on investment, margin, cost-to-serve, and scenario implications.

- Ensures all activities, interactions, proposals, tenders, negotiations, contracts, and implementations comply with company policies, quality requirements, regulatory obligations, and ethical standards.

What We're Looking For:

Required Experience

-Bachelor's degree in business administration, Economics, Finance or related.

-5+ years of progressive experience in Government Sales, Institutional Business, Market Access, Business Development, Commercial Strategy or related leadership roles in complex, regulated markets.

-Hands-on experience in the government and institutional healthcare channel, including public procurement, tenders, contracts, stakeholder engagement, access pathways, and long-cycle opportunity development.

-Relevant experience in medical devices, pharmaceuticals, healthcare, diagnostics, or another highly regulated industry with government channel complexity.

-Proven track record identifying, shaping, negotiating, securing and implementing new government business opportunities with sustainable commercial impact.

-Strong experience developing senior relationships with ministries of health, social security institutions, public hospitals, procurement entities, distributors, and other government ecosystem stakeholders.

-Demonstrated ability to conduct market research, synthesize complex information, build business cases, evaluate scenarios and present decision-ready recommendations to senior leadership.

-Professional fluency in Spanish and English

Preferred Experience

-MBA, postgraduate degree, or relevant specialization in business, public health, market access, government affairs, or related discipline.

-Proven success working across multiple countries, cultures, regulatory environments and commercial models, experience in Mexico and Central America and the Caribbean.

embecta is an Equal Opportunity/Affirmative Action Employer.  We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.

About Us

At embecta, a career is more than a job, it is an opportunity to make a meaningful difference in the lives of about 30 million people around the world who depend on our products to manage a chronic condition every single day.

As we expand our capabilities, reach, and impact, there’s never been a more exciting time to join us.

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