LATAM Regional Business Manager

Company Overview

CONMED is a global leader in medical technology, dedicated to developing and delivering surgical and patient monitoring products that empower physicians to provide superior care and achieve better clinical outcomes.

Our products—recognized as technological frontrunners in their respective fields—are trusted by healthcare professionals worldwide. We serve key specialties including Orthopaedics, Laparoscopic, Robotic & Open Surgery, Gastroenterology & Pulmonology, and Cardiology & Critical Care, where the CONMED name is synonymous with quality and innovation.

With a diverse portfolio designed to meet the specific needs of each specialty, we offer our customers both choice and convenience, enhancing care at every touchpoint.

Role and Responsibilities

The person in this role is responsible for promotion, distribution and sales of CONMED’s General Surgery products and services throughout Latin America Export regions, with major focus on Air Seal, Buffalo Filter and Energy products.

As Business Manager, this person will manage, control and support distributors’ business leaders and their sales teams in their region, ensuring that they reach their sales and profit targets and that the sales team remain motivated and trained at all times. He/she will also meet with senior management to decide on sales budgets, regional sales targets and pricing, and will work closely with the Brazil business unit leader and other International sales and marketing managers for ultimate success. Key to this is the ability to drive procedure-based selling vs. product-led selling in laparoscopic surgery.

Key Deliverables Include

Sales Revenue & EBIT:

• Overall sales volume and revenue & EBIT of the business in their markets.

Sales & Marketing Strategy

• Develop the sales and marketing strategy with the objective of gaining market share in these markets.

Budget/Forecasts

• Prepare and own the sales and marketing budget and forecasts by product group and by distributors.

Distributor Channel Management

• Develop and manage the distributor channels.
• Build high-performing distributor capabilities in clinical selling, not just transactional sales.
• Liaise with Business Unit Leader in Brazil and undertake visits to customers to maximise relationships and understand market forces.

KOL Development

• Identify and recruit Key Opinion Leaders in each market in order to enhance the sales growth.
• Develop the key influencer and establish programs to improve the business performance in those key accounts.

Surgeons Engagement

• Work closely with the medical education team and develop high quality HCP education programs.

Distributor Workforce Development

• Train and develop the distributors’ workforce to improve the sales service quality to the customers.

Market Analysis and Pricing

• Analysis the market and identify the business opportunities, propose the correct pricing structure of the products and monitor the development in the markets. Key to this is to track and analyse procedure volumes and trends (laparoscopy growth, minimally invasive adoption).
• Carry out other tasks as requested by your Manager.
• Understand and conform to company rules and policies, including business conduct, corporate ethics, quality system compliance and regulatory affairs requirements.
• Take affirmative steps to learn the specific policies and requirements that apply to this job position.
• Incorporate requirements of ethics, quality systems and other corporate policies into the day-to-day activities and long-range planning and decision making.
• Seek advice from appropriate management or functional department when necessary to ensure compliance with corporate policies and regulations.

Experience Required

Candidates will need to have a combination of the following experience and personal attributes:

• Must have at least 5 years sales or commercial experience in the medical devices or life sciences industry, ideally with experience in minimally invasive/laparoscopic surgery.
• Experienced in managing distributors a strong preference.
• Strong understanding of the markets, including regulatory, legal policies and environment to mitigate risk to the business.
• Strong track record of growth and achieving results in line with business objectives, including profit targets and building top and bottom-line growth.

Professional Attributes

• Proficient in English, Spanish and preferably Portuguese
• A quick learner, especially for those markets that he/she has no prior exposure or experience with.
• Demonstrated ability to create new and innovative approaches in achieving the business targets.
• A global mindset, strong commercial acumen and results driven, with the energy and drive to deliver outstanding performance in the organization.
• Strong interpersonal skills to influence and communicate across the business, regional and local (internal and external) stakeholders at all levels of the organization, building an engaging culture of inclusion, sharing and the retention of knowledge within the organization.
• Strong and confident decision maker who is capable of making tough decisions when required.
• An uncompromised integrity.
• Strong ethical and moral standards.
• An undergraduate degree or equivalent work experience is required.

Travel

• This position will require significant international travel.
• Willingness to work a flexible schedule with occasional need for overnight and weekend travel, subject to management approval.