Commercial Director DACH

Ortolan; München; Hybrid; EUR 120.000 - 180.000; Vollzeit

Zusammenfassung

A leading pharmaceutical company is seeking a Commercial Director for the DACH region. This role requires strong leadership skills and expertise in managing sales teams and driving growth. The ideal candidate will have a proven track record in the pharmaceutical industry, particularly in specialty products. The position includes responsibilities for financial performance, compliance, and stakeholder engagement, offering a competitive salary and benefits package.

Leistungen

Competitive salary

Health & wellbeing program

Employee recognition awards

Pension scheme

Social events

Qualifikationen

• Proven experience leading a pharmaceutical business in the DACH region.
• Strong track record in managing sales teams and operational challenges.
• Expertise in specialty medicines and branded generics.

Aufgaben

• Lead operations across Germany, Austria, and Switzerland.
• Drive promotional execution for specialty brands and oversee local compliance.
• Develop and manage a high-performing Sales Team.

Kenntnisse

Leadership

Sales management

Commercial acumen

Stakeholder engagement

Fluency in German and English

Jobbeschreibung

Commercial Director DACH

Location: Germany; Salary: Competitive + Benefits + Bonus

Are you a strategic pharmaceutical leader with a strong track record of managing high-performing field sales teams in Germany?

If you bring deep industry expertise, commercial acumen, and a passion for driving growth in dynamic markets, we invite you to explore this exciting opportunity to lead our DACH region at a pivotal time of transformation.

Join us to help improve peoples' lives and make healthcare better for everyone!

Why Pharmanovia?

Pharmanovia is a dynamic, fast-growing international pharmaceutical company with a portfolio of over 20 brands across more than 160 markets. Our mission is to improve patient health globally through the revitalisation of niche, tried-and-trusted medicines.

Our core behaviours

• We keep our promises and do as we say.
• We value our heritage and foster an entrepreneurial spirit.
• We reinvest in our future - in our products, our brands and our people.
• We give back to our communities.

Since its inception in 2013, Pharmanovia has grown consistently year on year, focusing on delivering high-quality branded prescription medicines to patients, prescribers, and healthcare providers across the world. Our growth has enabled the company to reinvest in its products, brands, people, and to give back to its communities. A people business with a strong, supportive culture that encourages innovation and entrepreneurial spirit, our team comprises over 300 employees and 29 nationalities, operating from offices in the UK, Denmark, Netherlands, Switzerland, Italy, Spain, Germany, U.A.E., India, China, Australia and Singapore.

We are an agile, committed, and innovative global specialty pharma business and a preferred partner for innovator pharma companies, instigating a paradigm shift in the life cycle management of iconic medicines. We seek to extensively engage with clinical communities to communicate product improvements and prioritise environmental, social, and governance considerations across the business and workforce.

Pharmanovia's therapeutic areas include Cardiovascular, Oncology, Endocrinology and Neurology.

The role

Pharmanovia is seeking a dynamic and results-oriented Commercial Director DACH to lead our operations across Germany, Austria, and Switzerland. This critical role will be responsible for achieving financial targets by driving promotional execution for key select specialty brands while also delivering on the performance of the broader base portfolio. This individual will ensure strong governance and compliance across Germany, Austria, and Switzerland, and oversee distribution channel management and day-to-day operations of the local office.

As Commercial Director DACH, you will lead a high-performing Specialty Sales Team in Germany, fostering strong relationships with key customers, alliance partners, and distributors. Strategically, you will shape long-range planning (LRP), spearhead the successful launch of NCE brands, and identify opportunities for lifecycle optimization, growth acceleration, and cost efficiency. This role is pivotal in guiding Pharmanovia through a dynamic phase of transformation and expansion.

Key Responsibilities

Strategic & Operational Leadership

• Execute Pharmanovia's HQ strategy within the DACH region.
• Lead and develop the local team and Sales Force, ensuring operations align with HQ standards and comply with local regulatory requirements.
• Maintain high standards of business governance and provide timely reporting to internal stakeholders.
• People management responsibility for a Marketing Manager and Sales Representatives, including target setting, day-to-day leadership, and ongoing coaching and development.

Business Development & Execution

• Define and implement tailored GTM strategies by country, channel, and therapeutic area.
• Lead organic growth initiatives, increase net sales, and enhance profitability of the existing portfolio.
• Drive product lifecycle strategies, from in-licensing and acquisitions to successful launches and market development.
• Identify and evaluate new product opportunities that complement the existing portfolio.
• Lead strategic planning, including budgeting, forecasting, and long-range planning.

Stakeholder & Partner Engagement

• Build and maintain strong relationships with distributors, alliance partners, and key customers across the region.
• Support pricing and reimbursement strategies, market access, and promotional activities.
• Oversee tender and supply chain management to ensure continuity of supply and market responsiveness.

Cross-functional Collaboration

• Collaborate with internal departments to optimise forecasting, stock levels, and market readiness.
• Monitor regulatory, competitive, and legislative changes in the external environment, and respond with agile, compliant strategies.

Performance & Compliance

• Full accountability for local P&Ls across regional, country, and brand levels, including budget setting, OPEX management, and delivering against financial targets.
• Track and report on key performance metrics, including Sales Force Effectiveness (SFE) KPIs, brand campaign impact, and country-level execution, with a focus on measuring promotional ROI and the effectiveness of field force investments.
• Ensure full adherence to the company's Code of Conduct, ESG principles, and internal policies.

Representation & Reporting

• Represent Pharmanovia with health authorities, payers, KOLs, and other key regional stakeholders.
• Deliver regular performance updates, monthly business reports, and contribute to annual budgets and strategic plans.
• Provide regular and ad hoc analysis, business cases, and strategic updates to senior management and the Board of Directors.
• Prepare and deliver high-quality presentations and recommendations that support key decision-making processes at the executive level.

About You

We're seeking an accomplished pharmaceutical leader with deep expertise in the DACH region-particularly Germany-who brings a strong track record in both specialty products and branded generics. The ideal candidate will also have hands-on experience managing distributors, wholesalers, and resolving complex supply and operational challenges.

While this role carries full commercial responsibility for the DACH region, it forms part of a broader European leadership team and reports into the Vice President, Europe. Success in this position will require not only strong local promotional execution, but also effective collaboration within a matrixed, cross-functional environment.

The successful candidate will bring:

• Proven experience leading a country or regional pharmaceutical business, including direct management of Sales Forces and third-party partnerships.
• Commercial and operational expertise across specialty medicines and branded generics, with strong capabilities in sales, marketing, and distribution management.
• Deep understanding of Germany's pharmaceutical supply chain, including wholesalers, distributors, pharmacies, and associated operational processes.
• Strong commercial acumen with experience in P&L ownership, GTM strategy development, and end-to-end product lifecycle management.
• Solid knowledge of market access, pricing, and reimbursement dynamics across the DACH region.
• A pragmatic, entrepreneurial mindset with the ability to navigate complexity and drive sustainable growth.
• Proven ability to lead cross-functional teams and influence across matrix organizations.
• Excellent stakeholder management and communication skills, with the ability to engage persuasively with internal and external partners.
• Fluency in both German and English is essential.

Apply today and make a lasting impact in a region critical to our global success.

What we offer

We offer a competitive salary plus bonus and rewards package including holiday, health & wellbeing program, employee recognition awards, social events, pension scheme and hybrid working.

Agency notice

By applying for this role, your details will be sent to Ortolan People, who are engaged to provide recruitment support in processing applications. We will endeavour to respond to all applicants within three working days. Occasionally for roles with a very high volume of applicants, this may not be possible.

If you would like to know more about Ortolan People and how we can help you reduce your ongoing recruitment costs, get in touch!

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