Head of Commercial (m/f/d)

• 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

• 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

• 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

• 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

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

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

• 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