Commercial Director, LATAM Distributors

Job Description

General Summary:

The Commercial Distributor & Expansion Markets Director will manage and oversee Vertex’s business with third party partners in the Expansion Markets and Assigned region to ensure that all eligible patients gain access to Vertex's medicines in the territory. The incumbent will work closely with Vertex’s distributor partners in the region, ensures alignment with international commercial strategy, implements tactical plans and ensures compliance with Vertex’s policies, procedures, and expectations.

Key Duties and Responsibilities:

Leads the development, management and execution of the Assigned Region / Expansion Markets regional strategic plans in collaboration with Vertex’s distributor partners

Ensures brand strategy is aligned with the Commercial International strategic objectives

Enforces a culture of compliance and best practice as well as a commitment to continuously improves efficiency and effectiveness of region operations

Oversees planning, analytics and project implementation to ensure successful delivery

Ensures short and long term revenue opportunities are maximized in order to achieve commercial targets

Interacts with local payers, KOLs, patient organizations, and key stakeholders

Oversees and develops necessary KPIs; monitor, report and suggest action when needed

Works cross-functionally within Vertex and locally with the distributor team as necessary to ensure smooth operation of region

Partners and collaborates with compliance and legal teams to ensure operations are compliant with country laws and regulations

Manages LE forecasts and expenses on a monthly basis with the required accuracy

Supports expansion in the region including leading the cross functional CET (Country Expansion Team) for new market build out

Conducts all project management activities for markets in build phase to execute on market entry strategy including development of project plans and timelines, country level expansion teams, monthly meetings to ensure tracking of milestones and functional activity dependency triggers

Works with GM to ensure effective internal evaluation of each market including definition of cross-functional impact assessments, market entry strategy and requirements, resources and business case development

Ensures effective communication and alignment across the functional matrix regarding the strategy, plan and progress of implementation

Leads consulting agencies to conduct detailed analyses in market of interest and deliver high quality, actionable strategic plans

Knowledge and Skills:

Experience in Commercial operations, preferably in the assigned region

Strong and successful background in sales and marketing

Experience in managing third party commercial relationships and budgets

Strong team player with excellent interpersonal, communication, and presentation skills to communicate complex concepts and negotiate with others mainly internally

Ability to work cross-functionally as well as autonomously

Ability to interact with payors, regulators and various stakeholders

Solid understanding of the compliance framework

Adept at working in multiple countries/cultures

Ability to develop rapport and credibility with key internal and external stakeholders

Proven ability to manage complex projects within timeline and budget

Ability to plan, adjust, manage and optimize resources

Proficiency in developing and overseeing country plans

Entrepreneurial with a strong business acumen

Ability to travel up to 50%

Fluent Spanish; strong English; ideally Portuguese or ability to operate in Brazil; willingness to relocate to São Paulo

Education and Experience:

Bachelor’s degree in relevant discipline

Typically requires 10 years of experience with some experience in commercial pharmaceuticals, or the equivalent combination of education and experience

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