Sales Director, LATAM

Job Description

Position Summary

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The Director of Sales, LATAM is responsible for developing and executing Amsino’s commercial growth strategy across Latin America. This role provides leadership for all sales activities within the region, including distributor management, key account development, strategic market expansion, contract negotiations, and revenue growth initiatives across acute and non-acute healthcare markets.

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The Director will drive profitable growth by building strong relationships with distributors, healthcare providers, supply chain leaders, government organizations, group purchasing organizations, and key clinical stakeholders. The position is accountable for achieving or exceeding annual sales, profitability, and market share objectives while strengthening Amsino’s position as a trusted provider of disposable medical devices and medical consumables throughout Latin America.

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Essential Duties and Responsibilities

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Strategic Business Leadership

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·        Develop and execute annual and multi-year strategic business plans for the LATAM region.

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·        Establish revenue, profitability, market share, and growth objectives aligned with corporate goals.

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·        Own the regional annual operating plan, sales forecast, pipeline management process, and business performance reporting.

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·        Identify new market opportunities, product line extensions, channel partnerships, OEM and private-label opportunities, and other strategic growth initiatives.

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·        Develop market segmentation and expansion plans for priority countries, healthcare systems, and customer segments.

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·        Lead regional pricing, contracting, and commercial strategy to support growth while protecting gross margin.

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Distributor and Channel Management

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·        Develop and maintain strategic relationships with distributor owners, executives, commercial leaders, category teams, and field sales organizations.

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·        Establish measurable performance expectations, sales targets, key performance indicators, and market development plans for channel partners.

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·        Conduct regular and quarterly business reviews to assess performance, pipeline development, inventory, forecast accuracy, and growth opportunities.

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·        Evaluate channel coverage and recruit, onboard, or optimize distributor partners to improve market penetration and customer engagement.

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·        Support distributor sales teams through field coaching, product training, joint customer calls, and strategic account planning.

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·        Create a collaborative, accountable, and transparent working environment across Amsino and its LATAM distributor network.

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Key Account and Market Development

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·        Develop relationships with key hospital systems, private healthcare networks, government health authorities, regional GPOs, buying groups, and non-acute providers.

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·        Engage supply chain executives, procurement leaders, operating room supervisors, infection prevention teams, emergency departments, nursing leadership, respiratory care leaders, and other clinical stakeholders.

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·        Lead strategic account planning, product evaluations, conversions, competitive displacement initiatives, contract negotiations, and pricing discussions.

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·        Present and demonstrate Amsino-branded products to end users in hospitals and other healthcare settings.

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·        Conduct and manage in-service education and product training programs within the region.

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·        Expand Amsino’s presence across acute care, alternate-site care, home healthcare, government healthcare systems, and private healthcare networks.

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Commercial Excellence and Market Intelligence

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·        Drive product conversion initiatives and competitive displacement opportunities across the medical consumables’ portfolio.

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·        Collect, analyze, and communicate market intelligence, including competitive pricing, product literature, product samples, customer insights, tender activity, and emerging market trends.

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·        Maintain disciplined CRM usage and provide accurate forecasts, opportunity updates, account plans, and activity reporting.

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·        Collaborate with Marketing on product launches, promotional campaigns, clinical education programs, sales tools, trade shows, and vendor events.

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·        Provide market and customer input to support new product development, portfolio prioritization, and regional commercialization plans.

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Cross-Functional and People Leadership

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·        Partner closely with Marketing, Product Management, Regulatory Affairs, Quality Assurance, Supply Chain, Customer Service, Finance, and other business functions to execute regional priorities.

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·        Recruit, coach, and develop distributor representatives and future direct sales resources as the organization expands.

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·        Participate in strategic planning, budget development, and annual business review processes.

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·        Represent Amsino at industry conferences, customer events, sales meetings, trade shows, and vendor fairs.

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·        Adhere to Amsino Quality Management System requirements by following applicable policies, procedures, work instructions, and records requirements.

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·        Perform other duties as assigned.

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Qualifications

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Education

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·        Bachelor’s degree required.

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·        MBA or advanced business degree preferred.

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Experience

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·        Minimum 3-5 years of progressive sales experience within the medical device, medical consumables, or healthcare products industry.

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·        Minimum 2 years of leadership experience managing distributors, channel partners, or sales teams within Latin America.

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·        Demonstrated success achieving and exceeding sales, profitability, and market development objectives across multiple countries.

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·        Experience with disposable medical products such as IV therapy, enteral feeding, urology, respiratory products, infection prevention products, procedure trays, syringes, injection systems, or related consumables preferred.

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·        Experience with public tenders, government procurement, private healthcare networks, and regional distribution models preferred.

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·        Strong knowledge of LATAM healthcare systems, commercial practices, and distribution channels.

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·        Existing relationships with relevant channel partners and healthcare stakeholders preferred.

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Skills and Competencies

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·        Fluent in English and Spanish, both written and spoken; Portuguese and Chinese language preferred.

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·        Strong strategic planning, business development, consultative selling, and account management capabilities.

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·        Exceptional negotiation, contracting, pricing, and partner-management skills.

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·        Strong financial acumen, including forecasting, budgeting, gross margin management, and profitability analysis.

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·        Proven ability to influence distributor ownership, senior executives, healthcare leaders, and clinical stakeholders.

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·        Excellent presentation, communication, coaching, and interpersonal skills.

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·        Results-oriented leadership style with strong accountability, transparency, and team-development skills.

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·        Proficiency with CRM technology, preferable HubSpot, and Microsoft Office applications.

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·        Ability to satisfy applicable hospital credentialing requirements for access to clinical departments.

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Travel and Location Requirements

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·        Ability to travel up to 60–75% throughout Latin America, including overnight travel.

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·        Valid passport and ability to travel internationally without restrictions.

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·        Preferred residence in Miami, Florida.

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Success Measures

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·                 Revenue growth and achievement of annual sales objectives

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·                 Gross margin and profitability performance

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·                 New business development and market share expansion

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·                 Distributor performance, engagement, and coverage

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·                 Forecast accuracy and pipeline quality

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·                 Strategic account wins and customer retention

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·                 Product conversion and competitive displacement success

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• Effective cross-functional execution and CRM discipline
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