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
Über uns
Die Tentamus Group GmbH ist ein international wachsendes, mittelständisches Unternehmen, das sich auf Qualitäts- und Überwachungsdienstleistungen in den Bereichen Lebensmittel, Futtermittel, Pharmazeutika und Kosmetika spezialisiert hat. Unser Erfolg basiert auf der Expertise unserer über 4000 Mitarbeitenden an mehr als 95 Standorten weltweit. Die dezentrale Struktur unserer Labore schafft nicht nur Flexibilität für unsere Kunden, sondern bietet auch vielfältige Karrieremöglichkeiten in einem dynamischen, internationalen Umfeld. Wir legen großen Wert auf eine Kultur der Vielfalt und Inklusion, in der alle Mitarbeitenden unabhängig von Herkunft, Geschlecht, sexueller Orientierung, Religion oder Behinderung gleichwertig behandelt werden. Antidiskriminierung und Chancengleichheit sind für uns nicht nur Prinzipien, sondern eine Selbstverständlichkeit. Wir fördern eine respektvolle und offene Arbeitsumgebung, in der jeder Einzelne sein Potenzial voll entfalten kann. Werden Sie Teil der Tentamus-Familie und gestalten Sie mit uns die Zukunft der Qualitätsprüfung – in einer inklusiven und respektvollen Arbeitswelt!
