Global Commercial Director, Pharmaceuticals

ALS; Madrid; Remote; EUR 180.000 - 260.000; Vollzeit

Zusammenfassung

ALS Pharmaceutical is seeking a Global Commercial Director – Pharmaceutical to define and drive the global commercial strategy across regions and service lines. This senior leader partners with regional heads, shapes GTM, sales operating models, and pricing.

Role requires strong leadership, stakeholder management, and a track record of revenue growth and commercial transformation in complex, multinational pharma environments. Flexible Europe-wide location available.

Qualifikationen

• 10–15 years of progressive commercial leadership experience within Pharmaceutical Industry.
• Proven track record driving revenue growth and commercial transformation in complex, multi-site or multi-country environments.
• Strong experience in sales leadership, commercial excellence, key account management and customer strategy.
• Experience supporting M&A activity, commercial due diligence and business integration activities.
• Experience implementing or managing CRM and commercial effectiveness frameworks.
• Demonstrated ability to influence senior stakeholders across matrix organisations.
• Strong commercial and analytical capability, including pricing, forecasting and growth planning.
• Experience leading commercial transformation and embedding best-practice sales disciplines.
• Demonstrated experience influencing senior stakeholders and driving change without direct authority.
• Demonstrated ability to engage senior decision-makers across pharmaceutical and biotechnology organisations.
• Strong understanding of pharmaceutical development, analytical testing, manufacturing and quality environments.
• Established relationships and credibility with pharmaceutical and biotechnology customers and key industry stakeholders.

Aufgaben

• Define and lead the global go-to-market strategy for ALS Pharmaceutical, including market segmentation, end markets prioritization, value proposition development, channel strategy, and competitive positioning.
• Translate global strategy into locally executable commercial plans with clear targets and milestones.
• Identify and develop new market opportunities, service adjacencies, and strategic growth vectors across geographies.
• Design and embed a global sales operating model with standardised sales processes, playbooks, qualification frameworks and stage-gate pipeline management.
• Establish sales cadences, performance reviews, and coaching structures to drive consistent commercial execution across all regions.
• Champion a sales culture of discipline, accountability, and continuous improvement.
• Own the global CRM strategy and governance, ensuring adoption, data integrity, and platform utilisation as the backbone of commercial insight.
• Implement pipeline management frameworks that provide real-time visibility into funnel health, conversion rates, and forecast accuracy at all levels.
• Use pipeline analytics to proactively identify risk, accelerate opportunities, and optimise the allocation of sales resources.
• Build and lead a Key Account Management programme globally with senior-level relationship management and proactive value delivery.
• Develop account growth plans, retention strategies, and multi-level stakeholder engagement models for top-tier accounts.
• Drive wallet share expansion within existing customers through cross-sell, upsell, and service bundling strategies.
• Establish and govern a global pricing strategy and commercial policy framework—ensuring pricing discipline, margin protection, and consistency across geographies.
• Develop tools and processes for pricing approval, competitive benchmarking, and margin analysis.
• Partner with finance and operations to align pricing with cost structures and drive profitable revenue growth.
• Conduct regular sales capacity modelling to ensure the organisation has the right coverage, mix, and capability to achieve growth targets.
• Lead headcount planning, territory design, and resource allocation to maximise return on commercial investment.
• Identify capability gaps and work with HR and talent teams to build development plans and hiring priorities.
• Design and govern sales incentive compensation programmes that are motivating, competitive, and aligned with strategic priorities.
• Establish clear performance frameworks with KPIs, scorecards, and individual targets that cascade from the global strategy.
• Lead a performance review culture that celebrates success, drives accountability, and develops talent.
• Define the global customer service strategy, setting standards for responsiveness and satisfaction measurement.
• Implement VoC programmes and translate insights into actionable improvements.
• Ensure a seamless, consistent customer experience from first contact through to service delivery and renewal.
• Partner with the Executive General Manager and Leadership Team to develop long-term strategy, market prioritisation and growth priorities.
• Partner with Corporate Development to identify, evaluate and support M&A opportunities including due diligence, integration planning and value realisation.
• Lead the development and execution of annual and multi-year commercial growth plans, integrating organic and inorganic opportunities.
• Evaluate and shape the global service portfolio, identifying opportunities for portfolio expansion and service innovation.
• Drive strategic business development initiatives, including major bids and new market entry.
• Collaborate with marketing to align demand generation, brand strategy and content with commercial objectives.

Kenntnisse

Commercial leadership

Revenue growth

Sales leadership

Key account management

CRM

M&A experience

Pricing & forecasting

Stakeholder influence

Commercial transformation

Pharma knowledge

Analytical capability

Cross-functional collaboration

Jobbeschreibung

ALS Pharmaceutical is seeking a Global Commercial Director – Pharmaceutical to define and drive the global commercial strategy across regions and service lines. This senior leader partners with regional heads, shapes GTM, sales operating models, and pricing.

Role requires strong leadership, stakeholder management, and a track record of revenue growth and commercial transformation in complex, multinational pharma environments. Flexible Europe-wide location available.