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.
Identifies root causes, removes obstacles, resolves complex issues, and drives practical solutions with speed, sound judgment, and an enterprise mindset.
Execution, Performance & Financial Accountability
Owns operating rhythm, sales forecasting, pipeline and opportunity reviews, channel scorecards, and corrective action plans across Mexico.
Uses dashboards, KPIs, customer economics, and return-on-investment analysis to improve sale productivity, resource deployment, gross margin and profitability.
Ensures all sales activities are aligned with company policies, quality requirements, regulatory obligations, and ethical standards.
What We're Looking For
Required Qualifications
Bachelor's degree in business administration, Marketing, Finance or related field.
Professional fluency in Spanish and English
8+ years of progressive experience in Sales or Commercial leadership roles, including significant responsibility at national or multichannel level.
At least 5+ years of people leadership experience, ideally leading managers, Key Account Managers, and geographically dispersed team.
Proven success leading sales strategy and execution across Mexico in complex channel environments.
Hands-on expertise in the retail channel, including pharmacy chains, wholesalers, distributors, independent pharmacies, key accounts, e-commerce and trade execution.
Experience in hospital, institutional, government and/or industry sales, including complex negotiations, tenders, contracts, and stakeholder management.
Demonstrated ability to influence senior cross-functional stakeholders, remove organizational barriers, lead change, and solve complex commercial problems.
Strong executive communication, negotiation, analytical, financial, and decision-making capabilities.
Preferred Qualifications
MBA or relevant postgraduate degree
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embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
