Overview Under the direction of the LATAM Distribution Commercial Director, the Area Manager – LATAM Distribution is responsible for managing, developing and consolidating the business through the distributor network, ensuring aligned growth of the specialized diagnostics portfolio across the region. He/She is responsible for:(i) leading the relationship with distributors and key stakeholders, ensuring consistent execution of Werfen’s commercial frameworks (Value Selling, Strategic Selling). (ii) ensuring disciplined implementation of the business plan, forecasts, KPIs and tactical plans across assigned territories.(iii) supporting regional execution by coordinating with internal functions (Marketing, Service, Finance, RA, Supply Chain, etc.) to guarantee commercial and operational excellence. Responsibilities Tareas clave Implement Werfen LATAM Distribution strategic objectives within assigned territories. Ensure correct use of Value Selling and Strategic Selling frameworks by distributors. Monitor the project funnel from identification to installation and after-sales (CRM Fiori/Opportunities Tool). Support distributors in key customer visits and strategic laboratory accounts. Review reagent consumption trends against baseline and business expectations. Lead periodic business reviews (Scanner Presentation), presenting KPIs, financials, opportunities and corrective actions. Support Product Managers and BU Managers in developing and executing tactical plans. Prepare and execute distributor visit agendas, considering performance and regional priorities. Support development of new opportunities, account conversions and key negotiations. Identify growth areas in underpenetrated markets. Work with distributors to build sustainable commercial and financial plans. Monitor payments, purchase orders, logistics flow and supply chain timing. Analyze special pricing requests and ensure alignment with Werfen’s strategic goals. Ensure superior customer service to distributors by coordinating with Technical Support, Customer Service, Manufacturing and others. Facilitate access to regulatory, operational or scientific documentation (Werfen Docs). Ensure compliance with corporate policies, Compliance requirements and Due Diligence procedures. Monitor political, economic and regulatory developments in assigned countries to assess risks and opportunities. LATAM Distribution Commercial Director Marketing and Business Unit teams Technical Support, Customer Service, Tender Office Finance teams (sales forecast, pricing, cost control) Customer Service in USA Distributors and final customers Qualifications Education: Bachelor’s degree in biomedical sciences, engineering, biology, chemistry, healthcare or related fields. A minimum of 5 years laboratory experience and 3 years in Sales or Marketing of IVD or Medical Devices Markets A good working knowledge of laboratory equipment Experience leading indirect or direct commercial teams. Basic financial knowledge. Microsoft Office Problem solving & results orientation Collaborative leadership Negotiation Innovation & analytical thinking Organizational skills High emotional intelligence Good organizational skills Ability to work under pressure Effective team worker Good communication skills and ability to influence at all levels o Good interpersonal skills and a good listener Holistic view of business #J-18808-Ljbffr