* Salário: R$ 2.000 a R$ 5.000 por mês (estimado)
* O valor exibido é uma estimativa calculada com base em dados públicos e referências do mercado. Não garantimos que este seja o salário oferecido para esta vaga específica.
Área: Outros
Nível: Gerente
Lead the commercial strategy and execution for the assigned region, driving sustainable sales growth, consistent market share gains, and excellence in commercial execution.
The Regional Sales Manager will be responsible for developing high‑performance teams, accelerating sell‑out growth, strengthening relationships with strategic customers, and ensuring flawless execution of the company’s commercial strategy across the Medical and Retail channels.
This position requires strong ownership, strategic vision, execution discipline, and the ability to challenge the status quo to identify and capture market growth opportunities.
This position has direct responsibility for: • Regional commercial performance • Sell in and sell out growth • Sustainable market share gains • Development of national and local Key Accounts • Growth of the company’s strategic products • Development of the Medical and Retail channels The role is also responsible for ensuring excellence in commercial execution through leadership of the regional sales team and the disciplined implementation of commercial strategies.
Knowledge, Skills and Abilities:
Sales strategy, forecasting, and territory management
Channel management and key account development
Market dynamics, competition, and category growth drivers
Leadership and team development
Strategic sales planning and execution
Negotiation and stakeholder management
Drive revenue growth and market share expansion
Lead high-performing sales teams
Translate strategy into effective field execution
Strategic Thinking
People Leadership
Commercial Execution
English: Advanced proficiency (professional working proficiency )
Experience:
7 to 10 years of experience in sales or commercial management
Proven experience leading sales teams
Experience in negotiation and management of strategic customers
Education:
Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields
MBA or postgraduate degree in Business, Marketing, or Sales Management preferred.
Essential Functions & Accountabilities:
- Strategic Sales Leadership
Lead and develop the regional sales team, fostering a high‑performance culture, strong results orientation, and continuous talent development.
Responsibilities include:
- Coaching and development of the sales team
- Structured field coaching
- Building a culture of ownership and accountability
- Developing skills in consultative selling and strategic negotiation
- Sales Strategy & Planning
Develop and execute the regional strategic sales plan, ensuring alignment with the company’s commercial objectives.
Includes:
- Regional sales planning
- Deployment of commercial targets
- Forecast management
- Identification of market expansion opportunities
- Sell‑out & Market Share Growth
Ensure a strategic focus on sell‑out growth and consistent market share gains, ensuring commercial initiatives generate real demand and category expansion.
Responsibilities include:
- Continuous monitoring of sell‑out indicators
- Development of initiatives to accelerate product turnover
- Identification of market share gain opportunities
- Implementation of commercial actions with customers to grow the category
- Channel Development
Lead the strategic development of the region’s key sales channels.
Medical Channel
- Develop relationships with healthcare professionals
- Identify clinical and commercial opportunities
- Implement category development initiatives
Retail Channel
- Expand presence and distribution
- Strengthen commercial execution at point of sale
- Implement the company’s commercial strategies
- Key Account Management
Develop and execute commercial strategies for the region’s strategic accounts.
National Key Accounts - Execute commercial agreements and strategic initiatives defined at the national level.
Local Key Accounts - Develop specific growth plans for strategic regional accounts.
- Joint Business Planning (JBP)
Develop and implement Joint Business Plans with strategic customers, ensuring alignment on growth objectives and consistent execution of commercial initiatives.
- Perfect Store & Category Fundamentals
Ensure excellence in commercial execution at the point of sale through consistent implementation of category fundamentals and the Perfect Store model.
Includes:
- Product availability
- Proper visibility and display
- Execution of promotional campaigns
- Implementation of merchandising materials
- Optimized shopping experience
- Strategic Negotiation
Lead strategic negotiations with customers, ensuring sustainable, value‑based commercial agreements.
Includes:
- Structured negotiation with clear and measurable trade‑offs
- Ensuring return on commercial investments
- Building long‑term strategic partnerships
- Sales Force Effectiveness (SFE)
Ensure high productivity and effectiveness of the sales force through structured management of commercial processes and KPIs.
Includes:
- Monitoring commercial KPIs
- Territory coverage optimization
- Efficient use of CRM tools
- Tracking team productivity
- Performance Management & PDCA
Apply management discipline based on the PDCA (Plan – Do – Check – Act) methodology to monitor results, identify opportunities, and implement continuous improvements.
- Leadership Mindset
The professional must act with a leadership and growth mindset, demonstrating the ability to:
- Assume commercial ownership
- Challenge the status quo
- Identify market growth opportunities
- Mobilize teams for high‑impact execution
- Key Performance Indicators (KPIs)
Performance in this role will be measured by:
- Achievement of regional sales targets
- Sell‑in and sell‑out growth
- Market share gains
- Growth of the company’s strategic products
- Development of the Medical and Retail channels
- Growth of strategic accounts
- Excellence in point‑of‑sale execution
- Sales force effectiveness
- Decision‑Making Authority
This position has autonomy to:
- Define regional commercial strategies
- Prioritize market growth initiatives
- Lead strategic customer negotiations
- Direct commercial resources to maximize results
- Cross‑functional Collaboration
Work collaboratively with:
- Marketing
- Trade Marketing
- Key Account Management
- Supply Chain
- Finance
To ensure consistent execution of the company’s commercial strategy.
Travel:
Frequent travel required within the assigned region (approximately 50-70%) to support field sales teams, engage with key customers, and ensure effective execution of commercial strategies.