Position Summary

We are seeking an accomplished Head of Sales - LATAM to lead commercial strategy, sales execution, and business growth across Latin American markets for the Cardio-Diabetes therapeutic area. The adecuado candidate will bring 10-15 years of progressive commercial leadership experience, a strong understanding of the LATAM pharmaceutical/healthcare landscape, and a proven record of delivering profitable growth through direct and partner-led sales models.

Key Responsibilities

- Own the LATAM commercial strategy and annual sales plan for the Cardio-Diabetes portfolio, translating global objectives into market-specific priorities.
- Lead, coach, and develop high-performing sales and commercial teams across key LATAM markets.
- Drive revenue, market share, profitability, customer acquisition, and portfolio performance against agreed targets.
- Develop go-to-market strategies by country, including segmentation, targeting, positioning, channel strategy, and resource allocation.
- Build strong relationships with healthcare professionals, hospitals, health systems, distributors, strategic partners, and other relevant stakeholders.
- Partner with distributors, licensees, and local commercial organizations to expand market reach and improve execution.
- Work closely with Marketing, Medical Affairs, Market Access, Regulatory, Supply Chain, Finance, and other cross-functional teams.
- Develop accurate sales forecasts, pipeline reviews, demand plans, and business performance reports for senior leadership.
- Identify market opportunities, competitive threats, emerging therapies, pricing dynamics, and customer needs across LATAM.
- Ensure sales activities and commercial practices comply with applicable local laws, industry codes, company policies, and ethical standards.
- Lead key commercial initiatives such as new product launches, lifecycle management, strategic accounts,



and business development opportunities.
- Establish performance KPIs, sales governance, incentive mechanisms, and operating rhythms to ensure consistent execution.

Required Experience & Qualifications

- 10-15 years of progressive experience in pharmaceutical, biotech, medical device, or healthcare sales/commercial leadership.
- Significant experience managing the LATAM region, with demonstrated understanding of major markets such as Brazil, Mexico, Argentina, Colombia, Chile, Peru, and Central America.
- Strong and demonstrable sales leadership experience in Cardiology, Diabetes, Metabolic Health, or related Cardio-Diabetes therapeutic areas.
- Proven track record of achieving or exceeding revenue and growth targets in complex, multi-country markets.
- Experience leading geographically dispersed teams and managing distributors, strategic partners, and key accounts.
- Strong knowledge of pharmaceutical/healthcare commercial models, customer segmentation, tender dynamics, channel management, and market access considerations.
- Bachelor’s degree in Pharmacy, Life Sciences, Business, Marketing, or a related discipline; an MBA or relevant postgraduate qualification is preferred.
- Fluent English and professional fluency in Spanish; Portuguese is highly desirable, particularly for Brazil-facing responsibilities.
- Strong analytical, negotiation, communication, stakeholder-management, and strategic planning capabilities.
- Willingness to travel extensively across LATAM as required.

Key Performance Indicators (KPIs)

- LATAM revenue and year-on-year growth
- Sales target achievement and forecast accuracy
- Market share and product/portfolio growth
- New product launch performance
- Distributor and channel productivity
- Customer and key-account development
- Team effectiveness, retention, and capability development

Commercial compliance and operational excellence

📌 Head of Sales (Ciudad de México)
🏢 HETERO LABS LIMITED - India
📍 Ciudad de México