Director Pharma Sales EMEA

Overview

Full Time Permanent Role

Can be located in Germany, France, Ireland, UK, or Switzerland 

Position Summary

The Director of Sales within the pharmaceutical sector has a leadership role responsible for the development and execution of strategic sales initiatives to drive revenue growth and market share. This position involves overseeing a sales team, managing client relationships, and implementing effective sales strategies to achieve the company’s sales objectives.

Responsibilities will include:

Sales Strategy and Planning

• Develop and implement a comprehensive sales strategy to achieve revenue targets and market share growth across Europe.
• Analyze market trends, customer needs, and competitive activities to inform strategic planning and business development initiatives.
• Drive short-term and long-term sales planning, ensuring alignment with corporate objectives.

Team Leadership and Development

• Recruit, lead, and mentor a regional sales team to ensure high performance and goal achievement.
• Set clear sales targets, establish accountability measures, and provide regular coaching and development opportunities.
• Identify tools, processes, and technologies to enhance sales force productivity and effectiveness.

Responsibilities Cont.

Market Analysis and Business Intelligence

• Collaborate with sales, marketing, sourcing, regulatory, finance, and manufacturing teams to drive portfolio decisions and positioning of offerings into the market segments.
• Continuously monitor industry developments, competitor activities, and market dynamics to identify opportunities and risks.
• Leverage data-driven insights to refine sales strategies and optimize market positioning.
• Work with internal teams to adapt business models and sales approaches in response to evolving industry trends.

Client Relationship Management
 

• Cultivate and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and long-term partnerships.
• Lead negotiations, manage customer expectations, and resolve commercial issues effectively.
• Identify and pursue new business opportunities, including partnerships with pharmaceutical manufacturers, distributors, and key industry stakeholders.

Responsibilities Cont.

Collaboration with Internal Teams

• Stay abreast of market trends, competitor products, and technological advancements to inform portfolio decisions.
• Conduct detailed market assessments, including pricing, positioning, and sales performance, to optimize global strategy and positioning of portfolio.
• Work closely with strategic sourcing team to ensure we are focusing on the right supplier relationships to go after attractive market and customer opportunities

Sales Performance Metrics

• Define and track key performance indicators (KPIs) to measure sales success.
• Generate and analyze sales reports to assess performance trends and identify areas for improvement.
• Continuously refine sales processes to enhance efficiency and effectiveness.

Responsibilities Cont.

Compliance and Regulations

• Ensure all sales activities comply with industry regulations, company policies, and legal requirements.
• Maintain up-to-date knowledge of pharmaceutical regulatory frameworks in European markets.
• Work closely with legal and compliance teams to mitigate risks and uphold ethical sales practices.

Budgeting and Forecasting

• Assist in setting regional sales budgets and financial targets.
• Regularly review and adjust sales forecasts to optimize resource allocation and sales operations.
• Provide financial insights and recommendations to senior management based on market and sales performance analysis.

Required Experience & Knowledge

Education:

A bachelor’s degree in business administration, Marketing, or a related field. A master’s degree or an MBA is preferred.

General Experience:

Minimum of 10+ years of progressive sales experience within the pharmaceutical or related industry (B2B) with a proven track record of successful sales leadership and revenue growth. Previous experience in managing sales teams is essential. Preference for experience in CDMO space.

Specific Experience (R):

• In-depth understanding of the pharmaceutical industry, including knowledge of regulations, market dynamics, and key competitors.
• Strong Leadership, communication, and interpersonal skills to effectively lead and motivate a sales team.
• Proven ability to develop talent within the team.
• Exceptional strategic thinking and problem-solving abilities.
• Financial acumen and the ability to interpret complex financial data.
• Strong negotiation and persuasion abilities to close deals and maintain client relationships.

Other Experience

Other Experience/Competencies (P):

• Strong project management skills with the ability to handle multiple projects simultaneously.
• Proficient in market research, business case development and financial reporting.
• Knowledge of pharmaceutical regulations, intellectual property considerations, and market access strategies.
• This role is crucial for driving the success and long-term sustainability of a pharmaceutical company’s product offerings on a global scale. The Global Portfolio Manager must be adaptable, results-driven, and able to navigate the complexities of international markets.
• Ability to lead and inspire teams across multiple geographies and functions.

Supervisory Responsibilities

Job Title this position reports to: VP Global Pharma Sales

Job Titles directly reporting to this position: Pharma Sales Team

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Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made where necessary. The noise level in the work environment is usually moderate.