Senior Manager Commercial Development LATAM ( except Brazil)

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

The Senior Manager Commercial Development 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.

REQUIREMENTS:

• 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

• Fluent English required, additional languages valued
• Willingness to travel up to 50% of time
• 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.

• 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

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.

Welcome

Thank you for your interest as you consider starting a new career journey with us. As the world leader in serving science, our colleagues develop critical solutions through innovation—and build rewarding careers. Discover their extraordinary stories and connection to our Mission to enable our customers to make the world healthier, cleaner and safer. Their work is a story of purpose. What story will you tell?

About Us

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of more than $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.

Accessibility/Disability Access

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

EEO

Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.