Commercial General Manager

About Us:

Establishment Labs is changing the medical device, breast health, aesthetics and reconstruction industry by designing, developing, and manufacturing an innovative portfolio of advanced medical aesthetic device technologies and wellness solutions. It is currently the world’s fastest-growing women’s health company.

Our Femtech solutions are proudly produced at two MDSAP-certified, carbon neutral, LEED Gold certified, state-of-the-art manufacturing facilities in Costa Rica and are approved for sale in more than 85 countries.

Since 2018 the company trades on the NASDAQ stock exchange under the ticker symbol ESTA and has a market cap of around $1.8 billion.

This is an exciting opportunity to join an innovative international company in hyper-growth as we launch a significant revolution to transform the women´s aesthetics industry. 

About the Role:

The General Manager is an accomplished leader with strong managerial, commercial, and operational skills to drive Establishment Labs’ strategy and business plan to deliver profitable growth. He/She has full P&L responsibility for the territory and has end-to-end ownership of the implementation of the commercial strategy for the brands, ranging from operational marketing and customer engagement to sales team leadership. The person will help innovate our business, developing new capabilities towards achieving the Company’s mission and corporate goals in the market.

The role is accountable for the entire geography, developing and effectively executing business strategies and plans; ensuring product launches; and driving market share gains, revenue growth, strong brand equity, profitability, sustainability, and P&L delivery. Strong leadership is a key success factor to align corporate functions (Operations, Customer Care, Finance, Clinical & Medical Affairs, Medical Education, Regulatory Affairs, Legal, HR, etc.) in a matrix organization model.

Main Responsabilities:

• Develop and implement a strategic plan for introducing and selling the Company’s brands in the region.
• Translate global strategic objectives into a regional operating plan and manage execution.
• Take full responsibility for the regional Profit & Loss (P&L) statement.
• Drive growth and maximize profitability by addressing customers’ needs.
• Lead marketing and sales execution across the region.
• Engage external stakeholders and collaborate with internal teams like Medical Affairs and Medical Education.
• Develop and manage relationships with key opinion leaders (KOLs), medical associations, and other external stakeholders.
• Work effectively in a matrix operating model.
• Lead, influence, and motivate teams.
• Manage risks and ensure compliance.
• Oversee and manage responsibilities related to employee committees, unions and labor relations.

Position Context:

This leadership position with full P&L responsibility drives Establishment Labs’ strategy and business plan for profitable growth. The role oversees commercial strategy implementation, operational marketing, customer engagement, and sales leadership, while ensuring alignment with corporate goals and navigating a complex organizational structure.

• Scope: The role encompasses end-to-end responsibility for developing and executing business strategies, leading product launches, and driving revenue growth. It includes managing cross-functional teams within a global matrix organization and ensuring alignment across Operations, Customer Care, Finance, Clinical & Medical Affairs, Medical Education, Regulatory Affairs, Legal, and HR.
• Countries Relationship: The position involves coordinating efforts across multiple countries, balancing regional needs with global strategies to enhance market share and profitability.
• Confidential Information Managed: The role manages sensitive financial data, marketing metrics, and competitive insights, requiring a high level of discretion and adherence to business ethics.
• Expected Behaviours: The leader must demonstrate strong stakeholder relationship management, analytical problem-solving, innovation, execution and the ability to motivate and align resources in a matrix organization. Excellence in communicationtalent development, and business ethics is paramount.
• Company Impact of the Position: This position directly influences market share, brand equity, and profitability by implementing data-driven strategies and fostering collaboration across the organization to achieve financial objectives.
• Position Challenges: Key challenges include navigating evolving market dynamics, managing cross-functional teams within a global matrix structure, balancing diverse stakeholder interests, and adapting to uncertainty while maintaining alignment with corporate goals.

Job Requirements:

• Formal Education: Bachelor’s degree in Business, Sales, Marketing, or a related field
• Technical Knowledge: Proficiency in Microsoft Office Suite, including advanced Excel skills
• Languages: Advanced English and proficiency in the local language. Spanish is a plus.
• Areas of Experience: Demonstrated success in commercial roles within a B2B and DTC environment or other related business experience
• Years of Experience: Around 10 years of management experience in commercial and marketing leadership roles
• Travel Availability: On field role, high travel % , weekly touchpoints at office. Hybrid.

Recruiting Process:

• HR interview (online)
• Hiring Manager interview (online)
• Stakeholder interview (online)
• Final interview (1:1 in person meeting with HM)

Location: Preferably São Paulo (office location); Rio de Janeiro

Important Note: This job description includes the necessary aspects required to evaluate this job position. It should not be used as a comprehensive list of all responsibilities, skills or functions.

At Establishment Labs we’re committed to equal employment opportunity regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We strive to be a more equal opportunity workplace.

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