MB MedTech Partners acts as the in-country commercial leader for international medical device manufacturers. We represent your company before distributors, hospitals, health plans and public buyers, and we own the local commercial agenda until you are ready to establish your own operation.
Marketing, product development, sales and country-level leadership across Latin America.
Senior leadership roles at multinational medical device manufacturers, with full P&L accountability.
Based in São Paulo State. Working in English, Portuguese and Spanish.
Most international manufacturers do not fail because of the product. They fail because no one on the ground owns the business.
A distributor that appears national often has real strength in only a few states. Hospital relationships, payer contracts and working capital vary sharply from region to region.
The public system (SUS) buys through tenders and price registration agreements. Private hospitals and health plans negotiate on coverage, reimbursement codes and service levels. Each requires a different commercial model.
Decisions that need a senior person in the room, whether with a hospital board, a procurement committee or a distributor's owner, wait for the next trip. Momentum is lost.
An agreement with a distributor is where the work begins. Adoption is won account by account, surgeon by surgeon.
We solve the last problem first: you get a senior executive who is accountable for your results in Brazil.
We operate as your country commercial lead: one senior point of contact, accountable to your headquarters, working under your brand.
We act as your senior representative in Brazil. You get the presence of a country manager without the cost and commitment of a local subsidiary.
Market sizing by segment and channel, competitive mapping, pricing and reimbursement analysis (public and private), and a clear recommendation on the route to market: direct, distributor, exclusive partner or hybrid. Every recommendation is backed by a business case built to withstand negotiation.
We identify, evaluate and select distribution partners, negotiate agreements and put governance in place: KPIs, performance reviews and business plans. For companies already in Brazil, we restructure underperforming channels, including transitions from indirect to direct models.
Relationships with hospitals, health plans and procurement organizations. Public tender strategy, price registration agreements and priority account plans for the public system.
Launch planning, pricing architecture, sales team and distributor training, KOL programs and support on first cases. This is where a signed agreement turns into recurring revenue.
Distribution and partnership agreements, commission and incentive structures, and commercial negotiations with local stakeholders, conducted by someone who has sat on both sides of the table.
Four models, designed around where you are today.
A dedicated senior executive leading your Brazil business, with defined objectives and reporting.
A monthly retainer combined with performance-based compensation tied to agreed commercial results.
Market assessment, distributor selection or a channel restructuring, with a clear deliverable and timeline.
We build the local commercial structure, run it, recruit your permanent team and transfer the operation to you.
Confidential and free of charge. We tell you candidly whether Brazil makes sense now, and whether we are the right fit.
A written view of the market, the obstacles, the recommended route to market and what it would take.
Agreed objectives, governance and reporting, then execution.
Many manufacturers need a licensed local partner before a permanent channel is defined. For these cases, our group includes Interamed, a Brazilian company authorized by ANVISA (AFE) to import and distribute hospital products.
Gets your products into the market during entry or a channel transition, invoicing locally in Brazilian reais.
Where that is the right long-term model for your portfolio.
The relationship is always disclosed in writing. Interamed is presented as one option and evaluated against the same criteria as any independent distributor. The decision is always yours.
Mandates are led by our founder, supported by an in-house team.
Martin has spent two decades building commercial businesses in Latin America, more than twelve of them in senior roles at global medical device manufacturers.
Country leadership. As Country Sales Director for Brazil, he led two business units, cardiopulmonary and neuromodulation, with full P&L responsibility.
Technology adoption. As Orthopedic Sales Director, he led the launch of orthopedic robotic surgery in Brazil. He also integrated acquired businesses and managed direct and indirect channels nationwide.
Public and private markets. He managed multi-line orthopedic, spine and neurosurgery portfolios across the public and private sectors, including strategic accounts with national reference institutions.
Regional foundations. Earlier, he spent seven years as Marketing and Product Development Manager for South America at a global industrial manufacturer, supporting distributors across the region.
Martin holds an MBA in Management, a specialization in Project Management and a bachelor's degree in International Affairs. He works natively in Portuguese and Spanish and professionally in English.
Martin is supported by an in-house team covering sales management, market intelligence, commercial operations and business analysis. Every mandate therefore combines senior leadership with dedicated execution capacity.
Therapeutic and product areas where we have led commercial operations.
Client names are confidential.
International manufacturers need a representative they can put through due diligence. We are built for it.
Any relationship between MB MedTech Partners and a party involved in your mandate, including our group company Interamed, is disclosed in writing before any recommendation is made.
We operate under Brazil's Clean Company Act (Law 12.846/2013) and are prepared to complete our clients' anti-corruption due diligence processes, including FCPA and UK Bribery Act requirements.
Client names, strategies and commercial terms are never disclosed without authorization.
We align the ANVISA pathway with the commercial plan, so registration decisions do not limit how, where and to whom you can sell. Import and distribution are carried out by a company holding the appropriate ANVISA authorizations.
Tell us about your product and where you are today. We respond within two business days, in English, Portuguese or Spanish.