Life Scientist (m/w/d)

Head of Commercial (m/f/d)

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

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 oth...