Global Commercial Director - Pharmaceutical (Europe-based)
1 day ago
Madrid
Location: Flexible within Europe. Preferred locations include Spain, Germany, France, Italy, the UK, Czech Republic and Portugal. ----------------------------------------------------------------------------------- The Global Commercial Director – Pharmaceutical, is a newly created role responsible for defining and driving ALS Pharmaceutical's global commercial strategy across all regions and service lines. Reporting to the Pharmaceutical Executive General Manager, the role will act as a strategic partner, providing leadership across the global business and representing the function internally and externally when required. The role combines commercial leadership with broader business leadership responsibilities, supporting strategic planning, growth initiatives and organisational alignment across the global Pharmaceutical business, including the alignment of commercial processes, governance and ways of working across regions. As a newly created role, this position will play a key part in establishing greater consistency, discipline and commercial effectiveness across ALS Pharmaceutical globally. The successful candidate will act as a member of the ALS Pharmaceutical leadership team and partner closely with regional business leaders to align commercial priorities, improve sales execution, strengthen customer relationships and accelerate sustainable revenue growth. This role will lead through influence across a complex global organisation and play a key role in shaping the future commercial direction of ALS Pharmaceutical. This is a highly visible leadership position requiring strong commercial acumen, strategic thinking, stakeholder management skills and the ability to drive change across multiple geographies and business units. Key Responsibilities Commercial Strategy & Go-to-Market • Define and lead the global go-to-market (GTM) strategy for ALS Pharmaceutical, including market segmentation, end markets prioritization, value proposition development, channel strategy, and competitive positioning., • Partner with regional and business unit leaders to 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. Sales Excellence & Discipline • Design and embed a global sales operating model — including 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. CRM & Pipeline Management • 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. Account Management • Build and lead a Key Account Management (KAM) programme globally — ensuring that ALS Pharmaceutical's most strategic clients receive structured, senior-level relationship management, tailored solutions, 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. Pricing & Commercial Terms • 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. Sales Capacity Planning • 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. Sales Incentives & Performance Management • Design and govern sales incentive compensation programmes (ICPs) 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. Customer Service & Experience • Define the global customer service strategy, setting standards for responsiveness, query resolution, client communication, and satisfaction measurement., • Implement Voice of the Customer (VoC) programmes and translate insights into actionable improvements., • Ensure a seamless, consistent, and differentiated customer experience from first contact through to service delivery and renewal. Growth Strategy & Business Development • Partner with the Executive General Manager and Pharmaceutical Leadership Team to develop long-term business strategy, market prioritisation and strategic growth priorities., • Partner with Corporate Development to identify, evaluate and support M&A opportunities, including commercial due diligence, integration planning, post-acquisition integration and commercial 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, service innovation and alignment with evolving customer needs., • Drive strategic business development initiatives, including major bids, strategic partnerships and new market entry., • Collaborate with marketing to align demand generation, brand strategy and content with commercial objectives. Leadership & Cross-Functional Impact • Build strong commercial capability across ALS Pharmaceutical and support the development of commercial teams globally., • Coordinate global commercial priorities across regions, ensuring alignment of strategy, processes, customer engagement models and ways of working., • Act as a visible, credible, and trusted commercial voice on the ALS Pharmaceutical leadership team., • Foster strong collaboration with Operations, Finance, Marketing, HR, and Technology to ensure commercial plans are executable and sustainable., • Drive organisational change management to embed new commercial processes and behaviours at all levels., • Lead the commercial transformation agenda across ALS Pharmaceutical, driving greater consistency, effectiveness and customer focus globally. Required Qualifications and Experience • 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 biotech 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. Preferred Qualifications • Experience working in a global organisation., • Exposure to European and/or US markets., • Significant experience within mid-sized pharmaceutical services, CRO, CDMO, testing, development or manufacturing organisations strongly preferred., • Experience supporting customers across R&D, clinical development, manufacturing, quality control or GMP-regulated environments., • MBA or equivalent commercial qualification desirable but not essential. Key Capabilities and Personal Attributes • Commercial mindset — a pragmatic, business-oriented approach that balances risk management with enabling commercial outcomes., • Stakeholder credibility — excellent stakeholder management and communication skills, with credibility at executive and Board level., • Intellectual rigour — attention to detail and the ability to translate complex commercial challenges into practical and actionable business solutions., • Resilience — calm and considered under pressure, with the ability to manage multiple sensitive matters concurrently., • Cultural fluency — able to operate effectively across cultures and legal systems, recognising local context while maintaining global consistency. About ALS ALS Limited is a global leader in testing, inspection and certification, providing innovative and high-quality professional technical services to clients across a diverse range of industries. With approximately 25,000 people working across more than 65 countries, ALS combines local expertise with the scale and reach of a global enterprise. Our purpose — right solutions, right partner — captures our commitment to delivering trusted, science-led outcomes for our clients, our people and the communities in which we operate.
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