Sales Manager, Mexico at Embecta in Mexico City

Job description

embecta is a global medical device company with a 100-year legacy in insulin delivery and diabetes care. Driven by innovation, purpose, and a commitment to improving lives, we are expanding our portfolio of solutions to serve even more patients, healthcare providers, and communities around the world. Why embecta? At embecta, you represent an organization with a strong global reputation for innovation, quality, and customer service. Our sales professionals partner directly with healthcare providers to deliver solutions that patients depend on every day, offering the opportunity to make a meaningful impact in a highly specialized and trusted industry. embecta is seeking a Sales Manager to lead the national sales strategy and execution across a complex, multi-channel commercial environment. This person will be responsible for driving profitable growth, expanding market share, strengthening channel performance, and delivering sustainable results across Mexico. This role is hybrid 2 days a week in office in Mexico City Required travel 30% What You'll Be Doing Commercial Strategy, Mexico Leadership & Business Growth Lead the national sales strategy for Mexico across retail, pharmacy, wholesale, distributor, hospital, institutional, government, industry, key account, and digital channels. Translates company and marketing strategies into clear sales objectives, plans, and execution priorities. Deliver sales, volume, market share, margin, profitability, and channel performance objectives. Develop and execute differentiated customer and channel strategies that support profitable growth and improved market position. Retail Channel Excellence & Omnichannel Development Provide strategic and operational leadership for the retail channel, including national and regional pharmacy chains, wholesalers, distributors, independent pharmacies, modern trade, e-commerce, and emerging digital models. Lead joint business planning and senior-level negotiations with strategic retail customers, ensuring value creation, profitable growth and strong execution of commercial agreements. Uses sell-in, sell-out, inventory, demand, market and customer data to improve forecasting, coverage, productivity, return on investment and channel performance. Partner with Marketing and Trade Marketing to convert category, shopper, patient, and customer insights into winning channel programs and flawless field execution. Government, Hospital, Institutional & Industry Leadership Leads commercial execution for government, hospital, institutional, and industry channels in close partnership with Market Access, Medical/Education, Regulatory, Compliance, Finance and Operations. Builds robust account and stakeholder strategies for complex buying processes, tenders, contracts, institutional negotiations, implementation requirements and long sales cycles. Ensures disciplined opportunity management, accurate forecasting, compliant engagement and reliable execution of warded business and strategic agreements. Leadership, Talent Development & High-Performance Culture Lead, coach and develop a national sales organization, building capability in strategic selling, negotiation, account management, analytics and customer engagement. Sets clear expectations, decision rights, KPIs, and development plans, and holds the team accountable for results, behaviors, execution quality and compliance. Maintain a strong field presence through customer engagement, business reviews, coaching and performance follow-up. Create an environment of trust, inclusion, constructive challenge, learning, speed and ownership. Cross-Functional Influence, Agility & Problem Solving Acts as a senior cross-functional leader who aligns and mobilizes internal partners around Mexico commercial priorities, customer commitments and growth opportunities. Influences without direct authority, establishes shared accountability, and escalates constructively to secure decisions, resources, and timely execution from other functions.