Country Sales Manager, Mexico (Ref#090)

POSITION OVERVIEW

The Country Sales Manager, Mexico is responsible for driving the company’s commercial and clinical performance in Mexico. This role combines strategic planning, sales leadership, and clinical expertise to develop a strong market presence for the company. The Manager will work closely with cross-functional teams, especially Sales, Marketing, Medical Affairs, and Regulatory, while also managing and supporting distributor relationships.

KEY RESPONSIBILITIES 

Achieve Sales Targets and Forecasting:

• Achieve sales revenue and gross margin targets for Mexico.
• Conduct monthly sales forecasting with distributor partners, and report back to the head office for strategic alignment.

Comprehensive Business Planning:

• Develop, implement, and regularly update a comprehensive business plan for Mexico in collaboration with distributor partners and internal teams. 
• Include market analysis, competitor landscape, and strategic initiatives in the business plan.

Distribution Management and Support:

• Partner with current distribution partners, enabling them to meet performance and compliance standards and holding them accountable if they don’t.
• Identify new partners for market development and conduct due diligence.
• Provide ongoing training and support to distributor teams to ensure they are fully equipped to sell the company products.
• Conduct quarterly business reviews (QBRs) with distributor partners to assess performance, identify gaps, and develop action plans.

In-Market Sales and Promotions:

• Partner with distributor partners to execute in-market sales strategies, promotional events, and product launches.
• Monitor and analyze in-market sales data to identify trends, opportunities, and challenges. Anticipate challenges and proactively identify corrective actions in partnership with distributors partners.

Reporting and Communication:

• Maintain a structured communication channel with distributor partners, including regular status updates, monthly reports, and quarterly reviews.
• Report back to the head office on market trends, distributor performance, and any regulatory or compliance issues.

Leadership and Team Development:

• Provide leadership and mentorship to the sales team, fostering a culture of accountability and excellence.
• Conduct regular team meetings to ensure alignment with strategic objectives and to address any challenges or opportunities.
• Manage the team’s performance and partner with each individual in the team on their own development.
• Hold the team and every individual in it accountable, recognize good work and celebrate successes.
• Set a vision for team and make the team see how they contribute to the success of the team
• Create an environment where individuals feel empowered to share their opinions and suggestions and to try new approaches which might fail, and learn from them.

Other Duties:

• Any other duties at the request of your manager, including but not limited to, engagement with governmental sectors, reimbursement authorities, and key opinion leaders (KOLs).
• Liaise with Medical Affairs and Regulatory teams to ensure compliance with local regulations and guidelines.

QUALIFICATIONS

• Minimum of a BA/BS degree in a related field.
• At least five years of relevant experience in the medical technology sector, ideally in critical care products.
• Proven experience in managing distribution channels and delivering planned revenue targets.
• Any specific certifications or training programs beneficial for the role are a plus.
• Strong leadership skills with a focus on team development and mentorship.
• Ability to work within a team environment to achieve agreed company goals.
• Excellent organizational, communication, and negotiation skills.
• Innovative and entrepreneurial mindset.
• Proficiency in both Spanish and English, with advanced-level proficiency preferred.
• Strong clinical acumen and understanding of financial drivers.
• Ability to manage a complex sales process involving clinical and financial customers.
• Willingness to travel extensively domestically and internationally as required.