Commercial mandate
Regional Head of Sales
The mandate that brings order to sales across several LATAM countries at once: one process, one forecast standard, predictable results in every market.
When is this mandate needed?
Companies usually look for a Head of Sales once growth no longer depends on one person selling, but on several country-level sales teams that need to report under the same criteria.
The real challenge isn't adding headcount: it's making sales in Mexico, Colombia, or Chile follow the same process and produce a forecast the company can actually plan around.
What we evaluate
Whether they built the regional team or inherited an existing structure.
How reliable their forecast actually was, country by country.
Whether they ever sold directly or only managed sales reps.
How they adapted the sales process to market differences without losing consistency.
How they worked with Finance and Operations to sustain regional growth.
What real references can confirm the numbers they claim.
Risks of a bad fit
Hiring someone who performed well in one country and assuming it scales the same way to five.
Confusing "managed a large team" with "built a team that actually works."
Not checking whether the forecast they present in interviews ever matched real results.
Underestimating how much market-specific knowledge matters: regulation, sales cycle, buying culture.
We evaluate this mandate with the same evidence-based process we use for every search: the résumé alone is never enough to confirm the fit.
Are you about to hire the person who needs to change your commercial operation?
Let's talk before defining the job title. A first conversation can help identify what kind of leader you need, what risks exist, and what the next step should be.