Head of European Sales (B2B Pharma)

Head of Sales Europe – B2B Pharma Location Europe (flexible / hybrid) Travel: 40–60% across Europe

Reports To Chief Commercial Officer / CEO

Role Overview The

Head of Sales Europe – B2B Pharma

is responsible for leading and executing the commercial sales strategy across all European markets. This role drives revenue growth, market expansion, key account development, and long-term strategic partnerships with pharmaceutical manufacturers, distributors, CMOs/CDMOs, and healthcare organizations across Europe. The position oversees regional sales teams and country managers, ensures alignment with corporate strategy, and builds scalable commercial structures to deliver sustainable, profitable growth.

Key Responsibilities 1. Commercial Strategy & Revenue Growth Develop and implement a pan-European B2B sales strategy aligned with corporate objectives. Drive revenue, margin expansion, and market share growth across all European territories. Identify and prioritize high-value market segments, product portfolios, and therapeutic areas. Lead annual budgeting, forecasting, and sales performance planning. 2. Key Account & Strategic Partnerships Build and manage executive-level relationships with major pharmaceutical and healthcare clients across Europe. Negotiate complex, high-value supply, licensing, distribution, and framework agreements. Develop long-term strategic partnerships with key industry players. 3. Team Leadership & Organizational Development Lead, coach, and develop a high-performing European sales organization. Set clear KPIs and performance metrics. Foster a performance-driven, collaborative, and customer-focused culture. Recruit and scale regional teams as needed. 4. Market Expansion & Business Development Identify new business opportunities, partnerships, and geographic expansions. Evaluate new market entries across EU and non-EU European markets. Collaborate with Marketing, Regulatory, Supply Chain, and Finance to ensure successful market launches. 5. Cross-Functional Collaboration Work closely with Regulatory, Medical Affairs, Quality, and Operations to ensure compliant commercial execution. Partner with Supply Chain to ensure service excellence and forecast accuracy. Provide market intelligence and competitive insights to senior leadership. 6. Compliance & Governance Ensure full compliance with European pharmaceutical regulations and ethical standards. Maintain adherence to EU and local country regulatory requirements. Uphold company policies and industry codes of conduct.

Key Markets Experience across major European pharmaceutical markets is required, including but not limited to: Germany France United Kingdom Italy Spain Nordics, Benelux, CEE, and other European territories Qualifications & Experience Bachelor’s degree in Life Sciences, Pharmacy, Business, or related field (MBA preferred). 10–15+ years of progressive commercial leadership experience in pharmaceutical B2B sales. Proven track record managing multi-country European sales organizations. Strong experience negotiating pan-European supply or distribution agreements. Deep understanding of European pharmaceutical regulations, pricing, and reimbursement systems. Experience within generics, specialty pharma, CDMO, API, or branded pharmaceutical sectors preferred. Key Competencies Strategic thinking with strong execution capability High-level negotiation and influencing skills P&L ownership experience Cross-cultural leadership Strong analytical and forecasting skills Fluent English (additional European languages advantageous) KPIs Revenue growth (YoY) Gross margin improvement New account acquisition Key account retention and expansion Forecast accuracy Team performance metrics What Success Looks Like Sustainable double-digit growth across European markets Strengthened strategic partnerships with top-tier pharma clients Optimized and scalable European sales structure Strong pipeline of new business opportunities