Head of Sales

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 ideal 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