Head of Commercial (m/f/d)
Summary
Leads the commercial strategy for a DACH-based laboratory services organization, overseeing sales, client relationships, and P&L to drive revenue and market expansion in the pharma and medtech sectors.
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 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
- 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
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.
- 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
Contact: Mrs. Deimel
Address: Columbiastr. 14, 97688 Bad Kissingen, Germany