Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office 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

📌 Senior Sales Manager LATAM (except Brazil) (México)
🏢 Thermo Fisher Scientific
📍 México