Sales Manager Brazil Optical Laboratories - Spanish & English

Regional Sales Manager

Region: Brazil (80% of the time), Argentina, Chile, Uruguay, Paraguay, Bolivia

Industry: Optics / Ophthalmic Lenses

Reports to: LATAM Commercial Directorate

Job Purpose

To lead, develop, and expand the IOT Lenses business in Brazil and the Southern Cone, combining organic growth (Farmer) with opening new accounts and markets (Hunter), strengthening long-term strategic relationships with key clients, and ensuring the achievement of commercial, profitability, and brand positioning objectives.

Main Responsibilities

A. Commercial and Strategic Management

• Define and execute the regional commercial strategy aligned with the company's global objectives.

• Meet and exceed sales objectives, product mix, and profitability per country.

• Develop specific commercial plans per market, considering maturity, potential, and local structure.

• Systematically analyze performance, pipeline, forecast, and commercial KPIs.

B. Client Development

• Maintain and deepen relationships with strategic clients and key accounts (laboratories, optical chains, distributors).

• Act as a high-level technical-commercial reference for senior clients.

• Ensure high levels of satisfaction, retention, and growth per account.

• Lead complex negotiations (pricing, contracts, exclusivity agreements, product launches).

C. New Business Development

• Identify and close new strategic clients in key markets, especially in Brazil and markets with high potential.

• Detect opportunities for geographical expansion, new channels, and alliances.

• Lead client conversion processes.

D. Regional Representation

• Represent IOT at optical industry fairs, congresses, and events.

• Be an ambassador for the IOT brand in the region.

• Provide feedback to the organization with market, competitor, and client insights.

Ideal Candidate Profile

• 5 - 10 years of commercial experience in the optical industry.

• Proven regional experience in Latin America, with strong exposure to Brazil and the Southern Cone.

• Clear track record combining Hunter + Farmer approach.

• Experience in managing large accounts and complex negotiations.

• Spanish: native or fluent (ideally Brazilian).

• Portuguese: fluent / advanced (capable of negotiating in Brazil).

• English: desirable (not a disqualifier).

• Strong results orientation and goal achievement.

• Excellent interpersonal relationship and political management skills with clients.

• Strategic mindset with a strong focus on execution.

• Ability to work autonomously and under pressure. Long-term vision and building sustainable relationships.

• Solid commercial and pricing judgment.

• Professional ethics and alignment with corporate values.