The Challenge
Edwards Lifesciences needs a strategic heavyweight to navigate Mexico's shifting healthcare procurement landscape and drive sustainable growth across public and private sectors. You'll own the country strategy, lead commercial alignment across business units, and build institutional relationships that unlock patient access to life-saving cardiac and critical care technologies.
Your Mission
Audit current country strategy and align all BUs on unified strategic priorities; map power players in public procurement and identify quick wins
Establish executive relationships with 8-10 key decision makers at IMSS, ISSSTE, private hospitals, and payers; understand their procurement timelines and pain points
Develop integrated market intelligence brief on Mexico's procurement evolution; translate into 3 actionable commercial positioning shifts
Build cross-functional alignment with sales, marketing, clinical, and business enablement teams; establish monthly cadence for strategic account reviews
Launch unified strategic account plans for Mexico's 5 most influential public institutions; secure commitments for pilot programs or expanded access
Design and activate commercial access strategy that addresses consolidated purchasing and centralized tenders; win at least one major tender or procurement initiative
Establish Edwards as thought leader in policy circles; secure speaking slot at AMID or equivalent association; build reputation as trusted institutional partner
Mentor and upskill commercial teams in strategic account management; measure adoption of new value proposition frameworks across BUs
KPIs You'll Own
Strategic Account Revenue Growth %
Measure YoY revenue growth across Mexico's top 5 strategic accounts; target 15-25% growth driven by expanded therapy adoption and procurement wins.
Procurement Win Rate
Track percentage of major tenders and procurement opportunities won vs. competed; target 60%+ win rate on priority accounts.
Policy & Relationship Impact
Measure institutional relationships strengthened (IMSS, ISSSTE, payers); track participation in policy shaping bodies; monitor brand sentiment in industry forums.
Commercial Execution Score
Cross-functional alignment metric tracking BU compliance with unified strategy, account plan execution, and on-time delivery of commercial initiatives.
Patient Access Expansion
Number of new hospitals, clinics, or care settings gaining access to Edwards technologies; measure patient reach expansion in structural heart and critical care.
Tools & Stack
Your Team
Your Manager
Regional President or VP Commercial for Latin America (likely reports to regional leadership)
Current Team
Cross-functional teams across multiple BUs (sales, marketing, clinical, business enablement); likely 8-15 direct and dotted reports
Backfill of executive leadership role; opportunity to reshape team structure
The Package
Salary
$180K-$240K base
Variable
12-20% annual bonus tied to revenue growth, procurement wins, and strategic objectives
Equity
Likely stock options or RSUs (standard for Edwards director-level roles)
Remote
On-site in Mexico City; occasional regional and global travel
Benefits & Perks
Company Intelligence
Edwards Lifesciences is a global leader in patient-focused medical innovations for structural heart disease, critical care, and surgical monitoring. With 24,000+ employees and $6.4B+ in revenue, they're transforming cardiac care and expanding access to life-saving therapies in emerging markets like Mexico.
Founded
1958
Team Size
24000
Funding
Public company (NYSE: EW)
Customers
Hospitals, surgical centers, ICUs, payers, public health systems
Culture
Mission-driven healthcare innovation; collaborative, compliance-focused culture; strong emphasis on patient outcomes and institutional partnerships
Is This Role For You?
- You've led P&L or revenue growth for a medical device, pharma, or healthcare company in emerging markets (LATAM a plus)
- You excel at navigating complex stakeholder ecosystems—payers, procurement authorities, institutional buyers, policy makers
- You translate market intelligence and competitive dynamics into commercial strategy; you're comfortable in ambiguous, evolving healthcare environments
- You're a strategic coach who strengthens teams and builds institutional relationships; you lead from the front in high-level negotiations
- You need full remote flexibility or resistance to on-site Mexico City role
- You're uncomfortable with compliance-heavy environments or navigating complex public sector procurement processes
- You lack experience in healthcare, medical devices, or institutional B2B sales—learning curve will be steep
Interview Process
Phone Screen
Recruiter screens for growth leadership experience, Mexico/LATAM market knowledge, and strategic account management background (30 min)
Director Interview
Deep dive on strategic leadership philosophy, market development examples, and commercial execution in complex healthcare environments (60 min)
Case Study / Market Strategy Assessment
Present your approach to Mexico's procurement evolution and Edwards' positioning strategy; assess strategic thinking and market knowledge (60 min)
Executive Panel (Regional Leadership)
Interview with Regional President and peer directors; assess fit, cultural alignment, and executive presence (90 min)
Background & Reference Checks
Standard verification plus healthcare/compliance background screening
Interested in this role?
Apply now and hear back within days, not weeks.
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