Tentamus Group is a global product and safety firm with a core presence in Europe, UK, Israel, China and the USA. Tentamus tests and consults on products involving the human body with strong focus on food, nutraceuticals and cosmetics. With our Headquarters in Berlin, Tentamus is represented in 100 locations across 23 countries, with just under 4,000 highly trained staff members.

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

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

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