Head of Commercial (m/f/d)

Our Company 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. Why us? 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