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Open nowPosted 76 days ago

Head of Commercial (m/f/d)

tentamus35 open roles

Where
Hauptstandort Bad Kissingen
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Your applicationOpen nowHead of Commercial (m/f/d)tentamus · Hauptstandort Bad Kissingen

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This job: posted 76 days ago

The posting

Summary/Objective

We are seeking an experienced Head of Commercial (m/f/d) to lead our Pharma & Med DACH commercial organisation. This is a pivotal role responsible for establishing a unified commercial model, ensuring clear client ownership, and maximising revenue and margin across routine and project-based laboratory services. The role carries full P&L accountability with direct authority over Sales, Project Management, and Client Account ownership.

Reports to: Managing Director Supervisory Responsibilities: Yes Department: Commercial Location: remote FLSA Classification: Full-Time

Primary Responsibilities

1. Strategic Leadership & Planning

  • Develop and implement a Pharma & Med DACH commercial strategy to drive revenue growth and market expansion
  • Set sales targets, KPIs, and performance metrics aligned with company growth objectives
  • Drive the transition from a locally-focused, site-driven structure to integrated Pharma & Med DACH commercial operations
  • Contribute to overall company direction as a member of the senior leadership team

2. Commercial Ownership & Client Strategy

  • Own full P&L performance – revenue, margin, and client portfolio value
  • Establish single commercial ownership per client, eliminating overlapping accountability
  • Maintain executive-level relationships with strategic clients and lead key account planning
  • Drive client retention, expansion, and development of long-term partnerships

3. Team Leadership & Development

  • Manage, mentor, and develop a high-performing team of sales and marketing professionals
  • Establish performance management systems that drive accountability and professional growth
  • Foster cross-functional collaboration to optimise the end-to-end customer experience

4. Market Development & Commercial Excellence

  • Identify and capitalise on emerging market trends and opportunities in the CRO landscape
  • Implement sophisticated pricing strategies and negotiation frameworks to optimise margins
  • Lead complex contract negotiations and build relationships with key decision-makers in pharma and biotech
  • Oversee marketing and CRM initiatives supporting lead generation and brand awareness

Required skills and qualifications

Education

  • Master’s degree in Life Sciences (Biology, Chemistry, Biotechnology, Molecular Biology, or related field) – required
  • Business degree (MBA or equivalent) – preferred
  • Certifications in sales methodology or marketing strategy

Experience

  • Minimum 5–8 years of progressive commercial leadership experience in TIC, CRO, pharmaceutical, or biotechnology sectors
  • Proven track record of leading sales teams and consistently achieving revenue targets in a B2B environment
  • Demonstrated experience in European market development and international business expansion
  • Solid exposure to GLP/GMP/GCP regulatory environments and laboratory services
  • Experience managing P&L responsibility and budget oversight is a plus

Core Competencies

  • Strategic thinker with the ability to translate and implement commercial vision into actionable plans and contribute to enterprise-level decisions
  • Exceptional leadership and team development capabilities; proven ability to grow talent and build high-performing teams
  • Advanced negotiation and relationship management skills
  • Strong analytical ability with experience in pricing optimisation and market analysis
  • Excellent communication and presentation skills in German and English; additional European languages are an advantage
  • Proficiency in CRM systems, sales analytics tools, and digital marketing platforms

Travel Requirements

  • Willingness to travel up to 60% across DACH and other relevant locations, including regular visits to operational sites and client engagements

Important note: Please be advised that a valid work permit for Germany is required for non-EU citizens. Unfortunately, application without a valid work permit may not be considered.

We Offer

  • Opportunity to play a key role in shaping the company’s future organizational development
  • Competitive base salary with performance-based incentive structure
  • Permanent employment contract with long-term career prospects
  • Flexible working hours and hybrid options, supporting a strong work-life balance
  • Comprehensive benefits package, including health insurance and pension contributions
  • Collaborative work environment with opportunities for cross-functional leadership

Your contact

Tentamus Pharma & Med Deutschland GmbH Contact: Mrs. Deimel Address: Columbiastr. 14, 97688 Bad Kissingen, Germany

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