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Head of Commercial (m/f/d)

Posted Sep 28, 2026

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Tentamus Pharma & Med Deutschland GmbH

Bad Kissingen

EnglishFluent German (C1+)

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€62,000 to €84,000

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About this job

About us

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

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

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

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

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

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

Tentamus Pharma & Med Deutschland GmbH

Contact: Mrs. Deimel

Address: Columbiastr. 14, 97688 Bad Kissingen, Germany

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Job facts

Employer: Tentamus Pharma & Med Deutschland GmbH
Role: Head of Commercial (m/f/d)
City: Bad Kissingen
Work mode: not stated
Language: English
Seniority: not stated
Posted: Sep 28, 2026
Source: StepStone

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Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation