Regional Business Manager, GST Latin America

About the role

The Regional Business Manager of GST Latin America is responsible for the profit and loss of company's Latin American region by developing and executing business strategies, achieving sales goals, and managing budgets. Surgical tables will be the initial focus for this position, but the product lines will be expanded to another Operating Room equipment, including surgical lights and surgical booms.

Responsibilities

• Holds responsibility over the company’s P&L in the company’s surgical table and OR business in Latin America.
• Plans and submits sales quota by country.
• Works with the President and COO to develop business plans to achieve sales quotas, including quarterly sales forecasts.
• Manages distributor network in Latin America.
• Evaluates distributor track records to analyze monthly sales vs quotas.
• Provides recommendations and support to the distributors to achieve sales objectives.
• Continuously evaluates competitive pricing structures and adjusts strategies to ensure optimal profit margins and maintain competitiveness in the market.
• Trains Sales and Development distributors on company’s surgical tables.
• Identifies and works with distributors who display substandard sales, product and procedural knowledge.
• Educates and builds relationship with Key Opinion Leaders (KOLs) and surgeons in the territory.
• Designs incentive programs for surgeons.
• Achieves active negotiations with potential clients, closing mutually beneficial agreements for both the company and the client.
• Creates 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.
• Prepares for events by attending meetings, making arrangements, and negotiating with vendors.
• Represents the company in medical sector events and trade shows, leveraging these opportunities to promote surgical tables and establish strategic partnerships.
• Prepares weekly reports on business activities, contacts and expenses incurred and submit them to the President and COO for his review and discussion.
• Participates in Quarterly Business Review and Planning (QBRP) Meetings, and presents reports on sales results, analysis, opportunities, and forecasts.
• Creates a Surgical Hospital and Surgical Center Database with corresponding sales volume and product line penetration by region.
• Works with the Customer Service, Marketing, and Inventory Operation teams to ensure fast customer support and quick turnaround to enable future opportunities.
• Works with the Regional Business Manager of Neuro Division LATAM to share key information.
• Designs comprehensive strategies that highlight the key features of surgical tables, adapting to the needs of the Latin American market and leveraging strategic opportunities.
• Innovates and develops new channels to distribute and sell surgical tables, exploring alternative methods to reach a wider audience.
• Plans and executes the opening of new business operations in strategic markets in Latin America, ensuring successful implementation.
• Conducts thorough research and analyzes the medical device and surgical table industry & distribution in Central/South America and Japan.
• Identifies and nurtures qualified leads through proactive exploration of new business opportunities and building a robust portfolio of potential clients.
• Identifies potential growth areas and develops initiatives for business expansion, whether through new market segments, geographies, or product lines.
• Works with the GST LATAM Sales Coordinator to convey product information to the distributors and customers.
• Obtains and analyzes key insights to thoroughly understand the markets in Latin America (LATAM), Central America, and Mexico, leveraging data and market analysis to guide business strategies.
• Maintains thorough understanding of market trends in Latin America, adjusting business strategies to capitalize on new opportunities and remain relevant in a dynamic environment.
• Attends trade shows, labs and conferences as necessary.

Requirements

• 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.

Qualifications

• Knowledge, skills, and abilities required to do this job.
• 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.

Skills

• Knowledge, skills, and abilities required to do this job.
• 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.

Benefits

Raises is an established hiring firm with over 65 years of experience. We believe strongly in making the world a better place through work, which is why we're a certified B Corporation and donate 10% of our profits to charity. We strive to build teams that reflect the diversity of the communities we work in. 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. We have a dedicated webpage for accommodations where you can learn more about what we offer, and request accommodation: https://raise.jobs/accommodations/

Pay

$100K - $140K Base USD Yearly

Schedule

Fully remote, with a 3-6 month on-site training period in Union City, CA, with relocation support provided.