Regional Business Manager, GST Latin America

Job Description – Regional Business Manager, GST Latin America Department: General Surgical Tables (GST) Location: Union City, CA Salary: $100K - $140K Base USD Yearly Reports To: President and COO FLSA Classification: Exempt The position begins with a 3–6 month on-site training period in Union City, CA, with relocation support provided. Following the training period, the role can transition to a remote work arrangement. SCOPE Responsible for profit and loss in Latin America, develop and execute business strategies, achieve sales goals, and manage budgets. Primary focus on surgical tables, later expanding to OR equipment such as lights and booms. ESSENTIAL JOB FUNCTIONS – SALES Hold responsibility over the company’s P&L in Latin America for surgical tables and OR business. Plan and submit sales quota by country. Work with President and COO to develop business plans to achieve sales quotas, including quarterly sales forecasts. Manage distributor network in Latin America; evaluate distributor track records to analyze monthly sales vs quotas; provide recommendations and support to achieve sales objectives. Continuously evaluate competitive pricing structures and adjust strategies to ensure optimal profit margins and maintain competitiveness. Train sales and development distributors on company’s surgical tables. Identify and work with distributors who display substandard sales, product and procedural knowledge. Educate and build relationships with Key Opinion Leaders (KOLs) and surgeons in the territory. Design incentive programs for surgeons. Achieve active negotiations with potential clients, closing mutually beneficial agreements. Create persuasive sales materials such as presentations, brochures, and demonstrations, along with training materials for medical and technical staff on the proper use of surgical tables. Prepare for events by attending meetings, making arrangements, and negotiating with vendors. Represent the company in medical sector events and trade shows, leveraging opportunities to promote surgical tables and establish strategic partnerships. Prepare weekly reports on business activities, contacts and expenses incurred and submit them to the President and COO for review. ESSENTIAL JOB FUNCTIONS – BUSINESS DEVELOPMENT AND COORDINATION Participate in Quarterly Business Review and Planning (QBRP) Meetings and present reports on sales results, analysis, opportunities, and forecasts. Create a Surgical Hospital and Surgical Center Database with corresponding sales volume and product line penetration by region. Work with Customer Service, Marketing, and Inventory Operation teams to ensure fast customer support and quick turnaround to enable future opportunities. Work with the Regional Business Manager of Neuro Division LATAM to share key information. Design comprehensive strategies that highlight key features of surgical tables, adapting to the needs of the Latin American market and leveraging strategic opportunities. Innovate and develop new channels to distribute and sell surgical tables, exploring alternative methods to reach a wider audience. Plan and execute the opening of new business operations in strategic markets in Latin America, ensuring successful implementation. Conduct thorough research and analyze the medical device and surgical table industry & distribution in Central/South America and Japan. Identify and nurture qualified leads through proactive exploration of new business opportunities and building a robust portfolio of potential clients. Identify potential growth areas and develop initiatives for business expansion, whether through new market segments, geographies, or product lines. Work with the GST LATAM Sales Coordinator to convey product information to distributors and customers. Obtain and analyze key insights to thoroughly understand the markets in LATAM, Central America, and Mexico, leveraging data and market analysis to guide business strategies. Monitor market trends in Latin America, adjusting business strategies to capitalize on new opportunities and remain relevant in a dynamic environment. Attend trade shows, labs and conferences as necessary. ESSENTIAL JOB FUNCTIONS – OTHER Act as focal point of registration process and proactively work with suppliers and doctors to assist the process. Responsible for related duties as required or assigned. Communicate closely with the company to proceed with LATAM project planning. Coordinate project activities with regulatory or governmental agencies. Follow up with the appropriate departments to initiate, complete or proceed with the next steps of the project. Monitor the daily progress of tasks assigned and provide detailed updates to the team and upper management. Complete special projects and miscellaneous assignments as required. PHYSICAL REQUIREMENTS Doing the job includes sitting at a desk for long periods, operating a computer, reading, writing and using a telephone, walking or standing in the office, or traveling to client sites and attending meetings. Walking, bending, stooping, kneeling may be required regularly. Visits to Hospital Operating Rooms may expose the employee to infectious materials; the employee must meet each hospital’s immunization requirements. WORK ENVIRONMENT Work environment characteristics: exposure to sharp objects, small tools, various medical equipment; noise level usually moderate to high. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. MINIMUM QUALIFICATIONS Prior experience in surgical tables sales, preferably both in the US and Latin America. Experience in marketing and selling medical devices across the Latin American (LATAM) region. Experience with leading surgical table manufacturers (e.g., Steris, Skytron, Maquet, etc.). Spanish/English bilingual capability. High energy and self‑motivation with an ability to work independently. Strong interpersonal and communication skills, including written and verbal skills with presentation experience. Core values: vision, honesty, hard‑working, dependability, adaptability and friendliness. Travel – this job requires frequent travels to Latin America region (up to 50%). We encourage all qualified applicants to apply, including people from traditionally underrepresented groups such as women, visible minorities, Indigenous peoples, people identifying as LGBTQ2SI, veterans, and people with visible/nonvisible disabilities. #J-18808-Ljbffr