Regional Business Manager, GST Latin America

Department: General Surgical Tables (GST)

Job Title: Regional Business Manager, GST Latin America

Reports To: President and COO

FLSA Classification: Exempt

This role would be remote after the 3-6 months of on-site training.

SCOPE:

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 other Operating Room

equipment, including surgical lights and surgical booms.

ESSENTIAL JOB FUNCTIONS:

Sales

1. Holds responsibility over company’s P&L in the company’s surgical table and OR business

in Latin America.

2. Plans and submits sales quota by country.

3. Works with the President and COO to develop business plans to achieve sales quotas,

including quarterly sales forecasts.

4. 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.

5. Continuously evaluates competitive pricing structures and adjusts strategies to ensure

optimal profit margins and maintain competitiveness in the market.

6. Trains Sales and Development distributors on company surgical tables.

7. Identifies and works with distributors who display substandard sales, product and

procedural knowledge.

8. Educates and builds relationship with Key Opinion Leaders (KOLs) and surgeons in the

territory.

9. Designs incentive programs for surgeons.

10. Achieves efective negotiations with potential clients, closing mutually beneficial

agreements for both the company and the client.

11. 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.

12. Prepares for events by attending meetings, making arrangements, and negotiating with

vendors.

13. Represents the company in medical sector events and trade shows, leveraging these

opportunities to promote surgical tables and establish strategic partnerships.

14. Prepares weekly reports on business activities, contacts and expenses incurred and

submit them to the President and COO for his review and discussion.

Business Development and Coordination:

1. Participates in Quarterly Business Review and Planning (QBRP) Meetings, and presents

reports on sales results, analysis, opportunities, and forecasts.

2. Creates a Surgical Hospital and Surgical Center Database with corresponding sales

volume and product line penetration by region.

3. Works with the Customer Service, Marketing, and Inventory Operation teams to ensure

fast customer support and quick turnaround to enable future opportunities.

4. Works with the Regional Business Manager of Neuro Division LATAM to share key

information.

5. Designs comprehensive strategies that highlight the key features of surgical tables,

adapting to the needs of the Latin American market and leveraging strategic opportunities.

6. Innovates and develops new channels to distribute and sell surgical tables, exploring

alternative methods to reach a wider audience.

7. Plans and executes the opening of new business operations in strategic markets in Latin

America, ensuring successful implementation.

8. Conducts thorough research and analyzes medical device and surgical table industry &

distribution in Central/South America and Japan.

9. Identifies and nurtures qualified leads through proactive exploration of new business

opportunities and building a robust portfolio of potential clients.

10. Identifies potential growth areas and develops initiatives for business expansion,

whether through new market segments, geographies, or product lines.

11. Works with the GST LATAM Sales Coordinator to convey product information to the

distributors and customers.

12. 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.

13. Monitors market trends in Latin America, adjusting business strategies to capitalize on

new opportunities and remain relevant in a dynamic environment.

14. Attends trade shows, labs and conferences as necessary.

Other

1. Acts as focal point of registration process and proactively works with suppliers and

doctors to assist the process.

2. Responsible for related duties as required or assigned.

3. Communicates closely with company Corporation to proceed with LATAM project

planning.

4. Coordinates project activities with regulatory or governmental agencies.

5. Follows up with the appropriate departments to initiate, complete or proceed with the

next steps of the project.

6. Monitors the daily progress of tasks assigned and provides detailed updates to team and

upper management.

7. Complete special projects and miscellaneous assignments as required.

PHYSICAL REQUIREMENTS

The physical demands described here are representative of those that must be met by an

employee to successfully perform essential functions of the job. Reasonable

accommodations may be made to enable individuals with disabilities to perform the

essential functions.

Duties are performed while sitting at a desk for long periods of time utilizing standard office

equipment such as computers, photocopiers and telephones. Required duties include

operating a computer, reading, writing and using a telephone, walking or standing within

the office, or while traveling to client sites and attending meetings. Walking, bending,

stooping, kneeling may be required reguarly. Visits to Hospital Operating Rooms may expose the incumbent to infectious materials: prior to these visits, the employee must be

able to show that he/she meets each hospital’s immunization requirements.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an

employee encounters while performing the essential functions of this job. Reasonable

accommodation may be made to enable individuals with disabilities to perform the

essential functions.

Within the Office and in Operating rooms, the employee may be exposed to sharp objects,

small tools, various testing and other medical equipment. The noise level in the work

environment is usually moderate to high.

MINIMUM QUALIFICATIONS – The qualifications below are the knowledge, skills, and

abilities required to do this job. Reasonable accommodations may be made to enable

individuals with disabilities to perform the essential functions.

KNOWLEDGE, SKILLS AND ABILITIES:

1. Prior experience in surgical tables sales, preferably both in the US and Latin America

2. Experience with leading surgical table manufacturers (e.g., Steris, Skytron, Maquet, etc.)

3. Spanish/English bilingual capability (highly desired, if not essential)

4. High energy and self-motivation with an ability to work independently

5. Strong interpersonal and communication skills, including written and verbal skills with

presentation experience

6. Core values: Vision, honesty, hard-working, dependability, adaptability and friendliness

7. Travel – this job requires frequent travels to Latin America region