Associate Manager, Sales & Marketing - Distributor Markets LATAM

Date: Jul 24, 2022

Location: Naples, FL, US, 34108

Company: Arthrex

Requisition ID: 53059 
Title: Associate Manager, Sales & Marketing - Distributor Markets LATAM 
Division: Arthrex, Inc. (US01) 
Location: Naples, FL








Arthrex Inc is looking for an Associate Manager, Sales and Marketing -Distributor Markets for Latin America. The position will be generating sales revenues and market share growth by identifying and developing new customers and carving new business opportunities within existing accounts to meet and exceed annual sales objectives within Distributor’s market in the LATAM region. The ideal candidate will have a strong background in medical device sales or business development with proven results. Excellent analytical skills, communication skills and business experience along with a Bachelor’s degree will be essential. Spanish language skills required, Portuguese preferred. Ability to travel up to 75% of the time will be required for this role. This position will be based in Naples, FL. Join our talented team at a global medical device company focused on Helping Surgeons Treat Their Patients Better™.


Essential Duties and Responsibilities:

  • Define and maintain Distributor’s market product portfolio to support regional business growth (in sales and market share) in line with LATAM strategic imperatives.
  • Manage products lifecycle from introduction to obsolence, develop regulatory priorities and support product planning for assigned markets.
  • Coordinate introduction of new products and product knowledge training activities. Serve as an expert of Arthrex product lines to the sales team and external audiences on proper use and maintenance of our products.
  • Identify, screen (using established criteria) and qualify new customer partnerships and opportunities that match Arthrex’s strategic plan for the Distributors market.
  • Work collaboratively with LATAM regional leaders and corporate team to develop and present new business proposals.
  • Provide accurate and timely reporting of new opportunities, prospects, and forecasts to regional management.
  • Plan and conduct strategic negotiations with new customers, including concession strategies.
  • Collaborate with regional sales leaders to develop strategic promotional plans (price changes, discounts, or bonuses) for high priority products in the region. 
  • Collaborate with regional sales teams to create opportunities for new products penetration in hospitals and existing distributor customer base.
  • Facilitate internal communication management between regulatory, finance, operations, legal, product marketing and leadership teams to ensure a consistent relationship with new and existing customers
  • Keep abreast of the market and associated competitors in the designated region.
  • Attends international meetings/congresses and reports any competitive observations such as new product launches, competitive outcome studies and surgeon presentations.
  • Work strategically with hospital groups and insurance companies to understand and capitalize on their goals of achieving the best patient outcomes possible.


Education and Experience:

  • Bachelor’s degree required
  • 5 years’ minimum experience in medical device sales, medical device product management, or business development in the Latin American market is required
  • Experience with orthopedic medical devices is preferred.
  • Previous experience in consultative sales
  • Previous experience in project management.


Knowledge and Skill Requirements/Specialized Courses and/or Training:

  • Languages: Excellent written and verbal English and Spanish communication skills is required. Portuguese preferred.
  • Product knowledge of regional core surgical orthopedics and/or arthroscopy.  Ability to become an expert of Arthrex’s product and solutions sports medicine portfolio (Knee, Hips, Shoulder, DEX, Biologics and capital equipment).
  • Customer-centric problem solver for all aspects of sales pipeline management process (prospecting, diagnosing, negotiating and closing).
  • Influencing/Negotiation skills: excellent listening skills, including the ability to identify opportunities and isolate customers concerns and objections and articulate compelling solutions. Talented at tiring messages according to audiences. 
  • Business/Financial acumen, basic knowledge of accounting and understanding of P&L.
  • Sales analysis: knowledge of market research methods, data mining and ability to process large volume of data. Ability to translate CRM data and insights into actionable sales plans.
  • Project/Time Management: Proven ability to establish priorities and work on multiple projects or objectives while delivering upon commitments and timelines.


Machine, Tools, and/or Equipment Skills:

Highly proficient in Microsoft Power Point, Excel, Word, Outlook, and various and specialized software.

Proficient in CRM (Customer Relationship Management) application.





All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Nearest Major Market: Naples

Job Segment: Medical Device, Medical Device Sales, Medical Sales, CRM, Marketing Manager, Healthcare, Sales, Technology, Marketing