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FMS USA Fresenius Mgmt Services Inc Logo FMS USA Fresenius Mgmt Services Inc · Sales

Commercial Excellence Senior Manager Latam

Brazil; Ecuador; Peru; Uruguay; Colombia; Chile; Mexico, Rio de Janeiro · Job Posted April 19, 2026
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Job Description

The Senior Manager of Commercial Excellence is a senior leadership position within LATAM. This role works closely with Regional VP to develop, implement, and integrate FME Commercial Excellence system across the region. Influencing rather than controlling directly, this role serves as a trusted partner and coach to Managing Directors, utilizing structured problem-solving, best-practice Commercial Excellence methods, and practical deployment experience. The Senior Manager of Commercial Excellence will work cross-functionally with MDs, commercial leadership, local Commercial Excellence, Finance, Marketing, HR, supply chain and other functions and act as a strategic reference to identify growth opportunities, decision-making through data-driven insights, establish key performance indicators, and propose incentive systems that enhance commercial planning and execution. This role provides strategic leadership to advance commercial effectiveness by designing, planning and implementing commercial processes, projects and initiatives to maximize top and bottom-line results with the countries and LATAM region. Drives discipline in sales methodology execution, ensuring Sales force effectiveness, Price and Tender excellence, commercial S&OP process, Customer Service Optimization and CRM processes ensuring governance, compliance, and operational rigor across commercial initiatives

Job Responsibility

  • Support the regional implementation of Commercial Excellence initiatives aligned with the global strategy
  • Contribute to the development and communication of the regional commercial strategy
  • Support the development and implementation of marketing and sales projects
  • Collaborate across the region and Verticals to support alignment, execution and delivery of key commercial initiatives
  • Contribute to the continuous improvement of commercial processes
  • Support the execution of business strategies related to product mix, pricing, business models and channels
  • Lead the regional pricing strategy, ensuring margin optimization and value-based positioning
  • Drive tender excellence frameworks
  • Partner with Finance to ensure profitability discipline in public sector contracts
  • Define and implement sales productivity models
  • Lead incentive schemes and performance management systems
  • Drive adoption of best-in-class sales methodologies and tools
  • Support the definition and monitoring of KPIs and performance management processes
  • Translate regional strategic priorities into operational initiatives
  • Support countries in demand generation effectiveness
  • Owns the commercial planning cycles, preparation of budgets, forecasts and mid-term regional business plans
  • Support regional and global processes related to market insights
  • Lead commercial S&OP integration with Marketing, Sales & Supply Chain and Operations
  • Establish a data-driven decision-making culture
  • Lead development of KPI frameworks, Performance dashboards, Market intelligence systems
  • Monitor commercial performance using defined KPIs and provide insights
  • Provide analytical and operational support to sales and marketing strategic initiatives
  • Own governance and optimization of CRM systems and digital tools
  • Drive omnichannel commercial capabilities
  • Improve data quality, pipeline visibility, and forecasting accuracy
  • Drive end-to-end commercial process efficiency
  • Improve customer experience and service levels
  • Identify automation and process simplification opportunities
  • Define and deploy commercial capability frameworks
  • Support the identification of capability development needs
  • Establish and lead the Regional Commercial PMO
  • Define and enforce project governance standards
  • Build and manage a regional transformation roadmap
  • Ensure visibility and transparency of all key initiatives
  • Act as the central coordination hub across Commercial, Finance, Supply Chain, Marketing, and HR
  • Identify risks, dependencies, and bottlenecks proactively
  • Drive a culture of accountability and delivery discipline
  • Support post-implementation reviews
  • Build and maintain effective relationships with key regional stakeholders
  • Support change management initiatives and continuous improvement projects
  • Follow and comply with all relevant FME policies, guidelines, manuals and SOPs
  • Stay informed about policies relevant to the role
  • Support adherence to the Compliance Framework within the function

Requirements

  • Master’s degree in Business Economics, Finance or similar area
  • +8 years’ experience in Med Tech or Pharma business in Commercial support, Business Intelligence or Marketing positions
  • Advanced English
  • Other languages besides country language is an asset
  • Understand and use modern communication software and systems
  • Strong IT user knowledge (MS Office, CRM, SAP, Intranet, etc)
  • Understand basics of data security and related topics
  • Builds Effective Teams
  • Decision Quality
  • Strategic Mindset
  • Manages Ambiguity
  • Business Insight
  • Financial Acumen
  • Plans and Aligns
  • Interpersonal Savvy
  • Manages Complexity
  • Customer Focus

Nice to have

Other languages besides country language is an asset

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