Cluster Head

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Job Title: Cluster Head-LATAM (Ophthalmology) Job

Location:
LATAM – Remote (based in a key cluster market) Role Objective: The Cluster Head – LATAM owns full commercial responsibility for the LATAM cluster — a mix of Distribution, Hybrid and Growth-stage Direct markets — and is accountable for converting the region’s 10X growth ambition into a repeatable, protocol-governed growth engine. The role involves moving markets up a deliberate maturity ladder (Distribution → Hybrid → Direct), building the CRM-led discipline and key-account depth that lets each stage stick, and growing an A-player bench strong enough to run the cluster without the leader in the room. Desired Candidate Profile:
• Graduate/Postgraduate in Business Management, Sales, or related discipline.
• 10–15 years of experience in medical devices / ophthalmic consumables, including 2–3 years of ophthalmic surgical experience within the LATAM region.
• Genuine command of Distribution, Hybrid and Direct business models — Direct market experience is mandatory, not optional — with a track record of personally running new product launches.
• Proven ability to open new markets, expand the existing base, and graduate markets from Distribution to Hybrid to Direct within a 2–3 year horizon.
• Proficiency in CRM platforms (preferably Salesforce/SAP) with full P&L; understanding — not just a sales number.
• Willingness to travel extensively (15–20 working days a month) across the cluster’s countries, including conferences and business meetings.
• Demonstrated experience building, retaining, and developing a 15–20 person cross-cultural team.
• Strong cross-cultural communication, stakeholder management, negotiation, and team-leadership skills, with effective cross-functional collaboration.
• Fluency in English; proficiency in one or more LATAM regional languages will be an added advantage.
• Ideally already based in one of the cluster’s key markets. Role &

Responsibilities:
• Own full commercial (P&L;) responsibility for the LATAM cluster across Distribution, Hybrid, and Growth-stage Direct markets.
• Lead and manage RSM – Distribution, NSM – Hybrid, and Regional Marketing Manager cluster-wide,



plus NSM – Direct and Country Marketing Manager in the cluster’s growth-stage Direct markets.
• Drive the graduation of markets along the maturity ladder (Distribution → Hybrid → Direct) within a 2–3 year horizon, executing within GSM-IGM’s distributor protocol and contract standards.
• Build and enforce distributor discipline and quality across the cluster, ensuring clean audits and contract compliance.
• Personally develop A+/A key accounts and KOL relationships, and drive CRM (Salesforce/SAP) compliance across the team.
• Lead expansion initiatives into new markets and distribution channels, and support the profitability of established operations.
• Establish and manage key sales processes — pipeline tracking, field activity monitoring, and performance reporting — through CRM.
• Analyze market and business data to identify trends, opportunities, and risks; provide actionable insights to GSM-IGM.
• Build, retain, and develop a 15–20 person cross-cultural team with strong A-player density.
• Negotiate sales targets, promotional budgets, and POAs (plans of action) with distributors/partners at country level, and follow up closely on execution.
• Represent the organization at industry conferences, trade fairs, and regional/global forums, with prior management approval.
• Ensure compliance with organizational standards, policies, and regional regulatory requirements. Functional Skills Required:
• Strong understanding of sales and distribution management across diverse LATAM markets, spanning Distribution, Hybrid, and Direct models.
• Expertise in channel development, partner management, market-maturity planning, and regional sales strategies.
• Proficiency in CRM systems (preferably Salesforce/SAP) for pipeline management and reporting.
• Strategic business development skills with strong commercial and financial acumen, including full P&L; ownership.
• Excellent negotiation,



contract management, and cross-border collaboration skills.
• Effective presentation and representation skills at regional and global forums. Behavioral Skills Required:
• Leadership with the ability to inspire, mentor, and manage multicultural, multi-market teams.
• High adaptability and resilience in dynamic market conditions.
• Strong problem-solving, decision-making, and execution capabilities.
• Integrity, accountability, and a results-driven mindset.
• Ability to balance strategic thinking with operational excellence. Key Result Areas (KRA):
• Achievement of cluster revenue and gross-margin targets.
• Market maturation — graduation of markets from Distribution to Hybrid to Direct per plan.
• New market and distribution-channel expansion across LATAM.
• Distributor discipline, quality, and protocol compliance cluster-wide.
• CRM (Salesforce/SAP) adoption and compliance across the team.
• Development of A+/A key accounts and KOL relationships.
• Team quality — building and retaining a 15–20 person A-player bench.
• Share of voice and KOL development per regional marketing plan.
• Value market share gain across cluster markets.
• Negotiate sales targets, promotional budgets, and POAs with partners at country level, and follow up on execution. Key Performance Indicators (KPI):
• Achievement percentage of cluster revenue and gross-margin targets (quarterly and annual).
• Market graduation progress (Distribution → Hybrid → Direct) against the 2–3 year plan.
• Year-on-year revenue and value market-share growth across the cluster.
• Number of new markets/channels opened and time to profitability.
• Distributor audit outcomes and protocol compliance rate.
• CRM adoption rate across the cluster team (target 80–100%).
• Number and quality of A+/A key accounts developed.
• A-player retention rate and team staffing against the 15–20 person target.
• Compliance with travel, reporting, and representation guidelines. Learn more at: https://www.biotechhealthcare.com Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/8ne00j