Sales Manager (m/f/d) – CRO Services (DACH)

Summary/Objective

We are seeking an experienced Sales Manager (m/f/d) – CRO Services (DACH) to drive and manage strategic customer relationships across the DACH region.

Reports to: Director Commercial Pharma DACH
Supervisory Responsibilities: No
Department: Commercial Pharma DACH
Location: remote
FLSA Classification: Full-Time

This is a remote position, but the employee must reside in the DACH region, with Germany preferred. This role is pivotal in supporting the company’s commercial growth by ensuring strong customer satisfaction, retention, and revenue expansion in the pharmaceutical and biotechnology sectors.
The successful candidate will be responsible for managing key accounts, developing account strategies, and coordinating cross-functional teams to deliver GLP/GMP/GCP laboratory services that meet client expectations. While primarily remote, the role includes occasional customer visits and on-site meetings at Tentamus locations when clients are visiting or on-site engagements are required.

Primary Responsibilities

Strategic Account Management

• Develop and execute account-specific strategies to drive growth and deepen customer relationships
• Identify opportunities for account expansion and cross-selling of laboratory services
• Build and maintain a robust pipeline within assigned accounts through proactive engagement
• Monitor account performance against KPIs, revenue targets, and growth objectives
• Provide insights from accounts to inform company strategy and service development

Customer Relationship & Collaboration

• Serve as the primary point of contact for key accounts, ensuring seamless communication
• Coordinate internally with Project Management, Operations, Quality, and Technical teams to deliver client solutions
• Address client concerns and challenges promptly, providing strategic solutions
• Foster long-term partnerships and maintain high levels of customer satisfaction
• Participate in customer visits and site meetings as required to strengthen relationships and support client engagements

Market & Business Development Support

• Stay informed on market trends and competitor activity within assigned accounts
• Provide feedback on emerging client needs and service requirements
• Support proposal development, contract negotiations, and account renewals
• Collaborate with the Sales & Marketing Director to align account strategies with company goals

Commercial Excellence

• Lead account-level negotiations to optimize commercial outcomes and profitability
• Ensure accurate forecasting, reporting, and account performance tracking
• Maintain up-to-date account records in CRM systems to support business decisions

We Offer

• 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

Required skills and qualifications

Education

• Master’s degree in Life Sciences (Biology, Chemistry, Biotechnology, Molecular Biology, or related field)
• Business degree strongly preferred
• Additional certifications in sales methodology or marketing strategy are advantageous

Experience

• Minimum 8–10 years of progressive sales and marketing experience in the CRO, pharmaceutical, or biotechnology industries
• Proven track record of achieving revenue targets in B2B environments
• Demonstrated experience in European market development and international business expansion
• Experience with GLP / GMP / GCP regulatory environments and laboratory services
• Experience in budget oversight

Core Competencies

• Strategic thinker with the ability to translate vision into actionable plans and contribute to enterprise-level decision-making
• Advanced negotiation and relationship management skills
• Strong analytical skills, including pricing optimization and market analysis
• Proficiency in CRM systems, sales analytics tools, and digital marketing platforms
• Excellent communication and presentation skills in English and German (additional European languages are a plus)

Key Success Factors
Year-One Priorities

• Establish and drive a sales-focused culture
• Develop and execute a comprehensive European go-to-market strategy
• Build and optimize the sales team structure
• Develop key client relationships in priority European markets
• Implement scalable systems and processes to support growth

Strategic Challenges

• Transition our Pharma sites to pan-European operations
• Navigate complex regulatory landscapes across multiple European jurisdictions
• Compete effectively against established international CRO providers in a financially pressured market
• Build brand recognition and credibility in new European markets

Note: While this is primarily a remote position, the Sales Manager will attend customer visits and site meetings as required, especially when clients are visiting Tentamus sites or in-person engagement is necessary to support account growth.

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.

Tentamus Group is a global product and safety firm with a core presence in Europe, UK, Israel, Asia and North America. We test and consult on products involving the human body with strong focus on food, pharmaceuticals, nutritional supplements, medical devices 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.

Your contact

Tentamus Pharma & Med Deutschland GmbH
Contact: Dr. Halbritter
Address: Columbiastr. 14, 97688 Bad Kissingen, Germany

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