Regional Sales Manager – LATAM

Job Description Summary

The Regional Sales Manager (LATAM) will lead commercial execution for GE HealthCare’s Surgical Visualization & Guidance portfolio (including intra-operative imaging solutions) across assigned Latin American markets. This role is accountable for revenue growth, distributor performance, clinical adoption, and building strong brand leadership with key clinical stakeholders. You will develop and drive a territory strategy, partner closely with clinical/product resources, and ensure flawless execution through a high-performing distributor network, while operating with the highest standards of integrity and compliance.

Job Description

What you’ll do: 

1) Commercial Strategy & Business Results (Territory Ownership)

• Own regional performance (orders, revenue, margin) and deliver quarterly and annual targets.
• Build and execute a country/territory business plan aligned to regional and global priorities.
• Define market segmentation and go-to-market approach by specialty, facility type, and channel.
• Drive disciplined pipeline management, deal strategy, and pricing/mix optimization.
• Provide accurate forecasting, reporting, and proactive risk/opportunity management.

2) Clinical Growth & Adoption

• Partner closely with the International Product Specialist / Clinical team to shape a focused clinical strategy per country and specialty.
• Expand clinical adoption through strong KOL engagement, reference site development, and evidence-based selling.
• Identify, prioritize, and win strategic accounts and programs (public and private) in collaboration with distributors.
• Ensure customer feedback and competitive insights inform product marketing and positioning.

3) Distributor Network Leadership

• Lead, coach, and continuously improve distributor performance across commercial, technical, and clinical dimensions.
• Establish clear distributor expectations (coverage, capability, training, stocking, reporting, and ethics).
• Conduct regular business reviews, set action plans, and drive accountability for results.
• Identify, evaluate, and onboard new distributors where needed; manage corrective actions and exit plans for underperformance.

4) Execution Excellence & Market Presence

• Coordinate and support field activities including customer visits, workshops, clinical education events, and congress/exhibition participation.
• Ensure distributor teams are trained and aligned on product value proposition, positioning, and selling motion.
• Support new product introductions: contribute to launch plans, understand regulatory timelines, and coordinate readiness across stakeholders.
• Build strong cross-functional collaboration with Marketing, Customer Service, Regulatory, Legal, and Finance to remove barriers and accelerate growth.

5) Leadership, Culture & Compliance

• Set clear goals and expectations for any direct reports and/or shared resources supporting the territory.
• Foster a culture of transparency, continuous improvement, and customer focus.
• Operate in full compliance with FCPA, anti-bribery/anti-corruption, trade compliance, and applicable internal controls (including SOX where relevant).
• Maintain accurate documentation and adhere to GE HealthCare policies and commercial processes.

Key Relationships

Internal: Product Marketing, Clinical/Application Specialists, Customer Service, Regulatory, Legal, Finance, Communications, Regional Sales Leadership
External: Distributor principals and sales teams, surgeons/clinical leaders, hospital executives, procurement, key opinion leaders, reference sites

What you need to have: 

• Bachelor’s degree (business, science, engineering, or related field).
• Proven track record in field sales within medical devices, capital equipment, imaging, or technical B2B environments.
• Minimum 5 years of international or multi-country commercial experience, ideally within LATAM.
• Demonstrated success managing and growing business through distributor channels.
• Strong forecasting discipline, CRM rigor, and comfort presenting performance updates to leadership.
• Fluency in English plus Spanish and/or Portuguese (based on territory); strong written and verbal communication skills.
• Working knowledge of compliance expectations in healthcare sales (including FCPA/anti-corruption standards).

What would be nice if you had it: 

• Experience in operating room solutions, ultrasound/imaging, surgical navigation/visualization, or adjacent surgical technologies.
• Experience developing KOL networks, reference centers, and clinical education programs.
• Familiarity with regional tendering/public procurement processes and complex deal cycles.
• Experience supporting product launches across countries with varied regulatory pathways.

Critical Skills & Behaviors

• Strategic thinking with hands-on execution and strong prioritization.
• Channel leadership: coaching, accountability, and performance management.
• Clinical curiosity and ability to translate clinical workflow into commercial value.
• High integrity, sound judgment, and comfort navigating ambiguity.
• Strong negotiation, stakeholder management, and cross-functional collaboration.

Travel & Work Environment

• Frequent travel within LATAM (and occasionally globally) to support customers, distributors, and regional meetings.
• Home-based within the region or near a major commercial hub (depending on business needs).

Additional Information