The next-generation sequencing (NGS) market in Latin America has been growing rapidly in the last 4 years. We talked with Victor Camillo, who is the Technical Sales Specialist of the MGI LATAM team. He has extensive international experience attending and supporting a wide broad of customers in the Latin America region. Fascinated by the biological world, he pursued a degree in biology and a master’s degree in cellular and molecular biology. With over 11 years of experience in the field of advanced microscopy techniques and molecular biology, he has great insights and expectations for the future of NGS in the LATAM market.
Q: Can you introduce yourself and your work at MGI?
A: In high school, I discovered the wonderful world of biology and decided to pursue a degree in biology and a master’s degree in cellular and molecular biology. At that time, the Human Genome Project was a hot topic and had captured the attention of biologists around the world. I was one of many who were fascinated by the project and its potential to revolutionize our understanding of human health and disease.
After completing my graduate studies, I worked as a research scientist at a university. I am now a technical sales specialist for MGI Brazil, where I help customers access genomic technologies. I am excited to be a part of the team that is making genomic technologies more accessible to researchers and clinicians around the world.
Q: Before you joined MGI, you worked in the microscopy industry. How did you transfer to the genomics industry? Was there a specific moment when you realized this was your calling?
A: I started my career working for microscopy companies and, in recent years, specialised in karyotyping solutions. During this time, I realised that the future of precision and personalised medicine lies in sequencing data and analysis. I decided it was time to work with this type of solution.
Q: Can you describe what a typical day or daily routine is like at work? Or help us understand the major responsibilities of a TSS and why you think they are important?
A: A typical day for a Technical Sales Specialist (TSS) involves reaching out to customers who need support with their current workflows or who are considering entering the world of sequencing and automation. We introduce them to solutions available through MGI’s complete end-to-end product portfolio. For me, the most important part of this job is building trust with the customer and demonstrating that trust can be mutual.
Q: What aspects of your job do you like best?
A: The aspect I enjoy most is the opportunity to meet and learn from people with different backgrounds, such as researchers, diagnosticians and lab technicians. I enjoy exchanging information with them and understanding their work. For example, I’ve learned about the routines of large labs, the challenges of national genome projects, and how sequencing can support agricultural research.
Q: What are the common challenges you face in your daily work?
A: The main challenge is bringing real value to the customer. It’s not easy to understand and provide value to such a diverse range of clients. Customers are often used to salespeople simply trying to sell a product. My goal is different: I aim to provide solutions that truly bring them an advantage. To do this, you must know them well and understand their pain points.
Q: Since you have worked as an application specialist and sales support for more than 11 years, you must have rich experience dealing with customers. Can you share an interesting story from your work?
A: I’ve been working with customers in Brazil for over 11 years, and for 8 of those years, I also supported the broader LATAM market. One of my most memorable experiences was helping a customer convert a facility initially focused on COVID-19 detection into a dedicated sequencing centre. This facility now supports diagnostic sequencing as well as a national genome project. Today, it is one of the largest centres in Brazil for both COVID-19 detection and genomics research.
Q: You have been engaged in the current national genomic sequencing project in Brazil with Albert Einstein Israelite Hospital. What were your most memorable accomplishments in the project?
A: This project is amazing and led by brilliant professionals. It is an honor to be involved with them. I believe many discoveries will emerge from this research. I am particularly grateful to see how a high-throughput sequencing system can support and accelerate these discoveries.
Q: How do you feel about the NGS market in LATAM?
A: The next-generation sequencing (NGS) market in Latin America (LATAM) has grown rapidly over the last four years. Several countries in the region can now access genomics solutions and launch local genome projects. I believe this market still has significant room for expansion across all regions.
Q: Can you share MGI’s efforts in Brazil and across the LATAM community?
A: MGI Brazil will open a lab in São Paulo this year. The lab will support customers from Brazil and the wider LATAM region and will also serve as the official MGI Brazil office. It will be used for demos, evaluations, and direct product sales in Brazil.
In addition to the São Paulo lab, we have two other experienced teams located in Peru and Mexico. These teams support our business and customers across the entire LATAM region.
Q: What do you like to do for fun in your spare time?
A: I make the most of my free time by reading, playing video games, exercising at the gym, and running.
