Sales Marketing and Communications
COMMERCIAL EXCELLENCE SENIOR MANAGER LATAM
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Job ID: R0238296
Location Type: Hybrid
- Overview
- Job Description
- Success Profile
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As a Clinic Manager at Fresenius Medical Care, you’ll manage the daily operations of our outpatient centers. More importantly, you’ll be the key driver in carrying out our mission: To deliver superior care that improves the quality of life of every patient, every day, setting the standard by which others in the health care industry are judged. This is accomplished by hiring, developing and inspiring a multi-disciplinary team, collaborating with physicians, tracking and delivering superior patient outcomes and monitoring regulatory and safety requirements. Strong management skills are required and prior direct patient care experience is needed for occasions when the team needs a helping hand.
Patient Care Technicians (PCTs) at Fresenius Medical Care support and collaborate with RNs to provide dialysis treatment to several patients at a time while maintaining the functionality of the clinic. This involves prepping and testing equipment, reviewing treatment sheets, and opening the clinic at 4am for first shift. PCTs have a combination of technical skills and genuine passion needed to develop deep relationships with patients and improve their quality of life. Qualified candidates have prior customer service, healthcare and direct patient care experience, and will have the opportunity to learn the discipline of dialysis.
Fresenius Medical Care nurses are on the front line of patient care, improving the quality of life of every patient, every day. That means providing dialysis care to 10-12 patients at any given time, and collaborating with our multi-disciplinary team to deliver a unique care plan to each one of them. This role is all about relationships and the bond you’ll create with patients and their families. Prior dialysis nursing experience is helpful, but many successful candidates come from a background in ICU, PCU and/or surgery.
Inpatient RNs at Fresenius Medical Care perform dialysis treatments on an acute patient population in a hospital setting, including ICU, ER, Rehab, and Med/Surg units. What makes this role truly unique is the level of autonomy you’ll enjoy. Inpatient nurses are specifically accountable for administering and assessing each patient’s treatment plan. And because dialysis is a critical treatment for many hospital procedures and health conditions, you’ll have the opportunity to work with a wide variety of patients. Ideal candidates possess leadership skills and independence needed to make quick decisions in a fast-paced environment. Must be capable of educating patients and providing exceptional customer service to our partners. Six months to one year of dialysis experience or some form of critical care nursing experience are also required.
Job Description
The Senior Manager of Commercial Excellence is a senior leadership position within LATAM. This role works closely with Regional VP to develop, implement, and integrate FME Commercial Excellence system across the region. Influencing rather than controlling directly, this role serves as a trusted partner and coach to Managing Directors, utilizing structured problem-solving, best-practice Commercial Excellence methods, and practical deployment experience.
The Senior Manager of Commercial Excellence will work cross-functionally with MDs, commercial leadership, local Commercial Excellence, Finance, Marketing, HR, supply chain and other functions and act as a strategic reference to identify growth opportunities, decision-making through data-driven insights, establish key performance indicators, and propose incentive systems that enhance commercial planning and execution.
This role provides strategic leadership to advance commercial effectiveness by designing, planning and implementing commercial processes, projects and initiatives to maximize top and bottom-line results with the countries and LATAM region. Drives discipline in sales methodology execution, ensuring Sales force effectiveness, Price and Tender excellence, commercial S&OP process, Customer Service Optimization and CRM processes ensuring governance, compliance, and operational rigor across commercial initiatives
Main Activities:
Leadership and Direction
- Support the regional implementation of Commercial Excellence initiatives aligned with the global strategy
- Contribute to the development and communication of the regional commercial strategy in collaboration with the VP and regional leadership
Strategy & Execution
- Support the development and implementation, in collaboration with Verticals, of marketing and sales projects aligned with the organization’s strategic priorities
- Collaborate across the region and Verticals to support alignment, execution and delivery of key commercial initiatives
- Contribute to the continuous improvement of commercial (sales and operations) processes
- Support the execution of business strategies related to product mix, pricing, business models and channels
Pricing & Tender Excellence
- Lead the regional pricing strategy, ensuring margin optimization and value-based positioning
- Drive tender excellence frameworks:
- Bid strategy
- Win-rate optimization
- Price corridor governance
- Partner with Finance to ensure profitability discipline in public sector contracts
Sales Force Effectiveness
- Define and implement sales productivity models (coverage, targeting, segmentation)
- Lead incentive schemes and performance management systems
- Drive adoption of best-in-class sales methodologies and tools
- Support the definition and monitoring of KPIs and performance management processes; analyze regional performance and contribute to action plans to address gaps
- Translate regional strategic priorities into operational initiatives and support their implementation
- Support countries in demand generation effectiveness, including the adoption of omni-channel sales approaches
Commercial Planning & S&OP
- Owns the commercial planning cycles, preparation of budgets, forecasts and mid-term regional business plans in alignment with global strategy, supporting the Regional Commercial Operations Leaders
- Support regional and global processes related to market insights, including MCS, MKIS, LRPP, LRPD and market segmentation
- Lead commercial S&OP integration with Marketing, Sales & Supply Chain and Operations
- Ensure alignment between demand generation and supply capabilities
Commercial Analytics & Insights
- Establish a data-driven decision-making culture
- Lead development of:
- KPI frameworks
- Performance dashboards
- Market intelligence systems
- Monitor commercial performance using defined KPIs and provide insights to support regional and country objectives
- Provide analytical and operational support to sales and marketing strategic initiatives
CRM & Digital Enablement
- Own governance and optimization of CRM systems and digital tools
- Drive omnichannel commercial capabilities
- Improve data quality, pipeline visibility, and forecasting accuracy
Customer Service & Commercial Operations Optimization
- Drive end-to-end commercial process efficiency
- Improve customer experience and service levels
- Identify automation and process simplification opportunities
Organizational Capability Building
- Define and deploy commercial capability frameworks
- Support the identification of capability development needs within the commercial organization and contribute to relevant development initiatives
Commercial PMO & Transformation Governance
- Establish and lead the Regional Commercial PMO, ensuring structured execution of all strategic commercial initiatives across LATAM
- Define and enforce project governance standards, including prioritization, resource allocation, timelines, and performance tracking
- Build and manage a regional transformation roadmap, aligning initiatives across countries, verticals, and functions
- Ensure visibility and transparency of all key initiatives through standardized dashboards and executive reporting to VP and leadership team
- Act as the central coordination hub across Commercial, Finance, Supply Chain, Marketing, and HR to ensure cross-functional execution
- Identify risks, dependencies, and bottlenecks proactively, driving mitigation actions and escalation when required
- Drive a culture of accountability and delivery discipline, ensuring initiatives translate into measurable business impact
- Support post-implementation reviews to ensure value realization (revenue, margin, efficiency gains)
Stakeholder Engagement
- Build and maintain effective relationships with key regional stakeholders, understanding their needs and supporting the communication and coordination of business initiatives
Improvement / Innovation
- Support change management initiatives and continuous improvement projects aligned with evolving business and market needs
Quality, Legal & Compliance
- Follow and comply with all relevant FME policies, guidelines, manuals and SOPs
- Stay informed about policies relevant to the role and integrate corporate values into daily activities
- Support adherence to the Compliance Framework within the function
Required qualifications, experience and critical skills
Master’s degree in Business Economics, Finance or similar area.
+8 years’ experience in Med Tech or Pharma business in Commercial support, Business Intelligence or Marketing positions
Stakeholder Expectation Management: Works at an advanced level to identify potential stakeholders, analyze their expectations, and develop strategies for managing stakeholders and their expectations
Advanced English
Other languages besides country language is an asset
Technology and Systems:
Understand and use modern communication software and systems
Strong IT user knowledge (MS Office, CRM, SAP, Intranet, etc)
Understand basics of data security and related topics
Skills and Competencies
Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Decision Quality: Making good and timely decisions that keep the organization moving forward.
Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear.
Business Insight: Applying knowledge of business and the marketplace to advance the organization’s goals.
Financial Acumen: Interpreting and applying understanding of key financial indicators to make better business decisions.
Plans and Aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
Interpersonal Savvy: Relating openly and comfortably with diverse groups of people.
Manages Complexity: Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
“I successfully completed the RN program and went on to hold the position of Staff RN, Charge Nurse, and finally Clinical Manager.”
Clinical Manager
“Every day I walk in I am changing lives for the better and working to inspire my patients.”
Patient Care Technician
“I am a member of an outstanding team that helps patients gain more control, achieve tangible goals, and live better lives.”
Outpatient Services RN
“My goal is to make sure that our patients keep their mobility and quality of life. This goal is really personal for me. My own father always had really bad vasculature in his leg and never had access to the kind of care we offer — eventually he lost blood flow and mobility. Knowing what he went through makes me even more committed to our mission.”
Azura Regional Vice President
We've got your back.
We fully believe that dedication and passion should be recognized and rewarded. That’s why we offer a competitive compensation and benefits package to all of our employees. Our benefits provide the flexibility, choice and support you need to be at your best as you play a vital part in helping patients live longer, better and healthier lives.
Healthcare
Continuing Education
Paid Time Off
Collaborative Environment
Additional Perks
401(k) Retirement Saving
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