Head of Commercial (m/f/d)

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