Director Sales Management

About the Role

The Industry Leader Pharma Europe is responsible for defining and executing the long-term growth strategy for the European Pharma business. As the market champion for Pharma, the role drives sustainable growth through market intelligence, strategic portfolio development, principal partnership acquisition, commercial excellence, and thought leadership.

The Industry Leader Pharma Europe acts as the key link between the market, customers, suppliers, and Caldic's European organization, translating market trends and customer needs into actionable growth initiatives. The role provides strategic direction, coaching, and support to local commercial teams across Europe, ensuring a customer-centric approach and the effective deployment of products, services, and solutions.

A key responsibility of the role is to continuously strengthen Caldic's pharmaceutical offering by identifying portfolio gaps, introducing innovative products and technologies, and developing strategic partnerships with leading pharmaceutical ingredient and solution providers. The Industry Leader Pharma Europe, is expected to actively expand and optimize the Pharma product and supplier portfolio across Europe to support sustainable and profitable growth.

Key Responsibilities

Strategic Leadership & Market Development

• Develop and execute the European Pharma growth and portfolio strategy in alignment with Caldic’s business objectives.

• Identify market trends, customer needs, competitive developments, regulatory changes, portfolio gaps, emerging technologies, and high-potential segments.

• Translate market intelligence into strategic initiatives and commercial plans that strengthen Caldic’s market position and drive profitable growth.

Portfolio & Principal Development

• Develop and execute the European supplier and portfolio strategy, identifying and onboarding new principals, products, technologies, and innovative solutions.

• Build a strong pipeline of potential suppliers and solutions to address portfolio gaps and future market needs.

• Lead commercial discussions and negotiations and build senior-level relationships with existing and prospective principal partners.

• Develop joint business plans with strategic suppliers and continuously optimize portfolio performance and profitability.

• Collaborate with regulatory, procurement, marketing, technical, and commercial teams to successfully launch and commercialize new products and partnerships.

Business Development & Commercial Excellence

• Identify and prioritize new business opportunities, applications, customer segments, and markets to drive profitable revenue and margin growth.

• Translate customer and market insights into portfolio expansion, supplier acquisition, and commercialization opportunities.

• Build a strong opportunity pipeline and drive market adoption of new products, technologies, and supplier partnerships.

• Support European commercial teams with market expertise and strategic guidance on key accounts and major business opportunities.

• Promote collaboration, best-practice sharing, and a consistent market- and solution-focused approach across European entities.

Customer & Market Engagement

• Build strong relationships with key customers, suppliers, industry influencers, and senior decision-makers.

• Represent Caldic at conferences, exhibitions, technical events, and industry forums, strengthening its position as a trusted Pharma partner.

• Collaborate with Marketing on value propositions, campaigns, market studies, technical content, and thought-leadership initiatives to increase Caldic’s market visibility.

Leadership & Collaboration

• Lead Pharma business reviews, strategic planning sessions, and cross-European collaboration to accelerate growth.

• Mentor and support commercial teams through coaching, knowledge sharing, and leadership.

• Foster a culture of accountability, continuous improvement, customer focus, and entrepreneurial thinking.

Job Requirements

Knowledge, Skills & Experience

The successful candidate is a commercially driven and strategic leader with a deep understanding of the pharmaceutical market and value chain. They combine strong business acumen with the ability to influence stakeholders across a complex international matrix organization.

The ideal candidate possesses:

• Deep knowledge of the European pharmaceutical industry, including customers, suppliers, market dynamics, and regulatory requirements.
• Proven experience in strategic business development, industry management, commercial leadership, and supplier relationship management.
• Demonstrated success in acquiring and developing strategic principal partnerships and expanding product portfolios.
• Strong experience developing growth strategies and translating them into measurable business results.
• Experience working with senior executives and decision-makers in international organizations.
• Strong leadership, communication, influencing, and negotiation skills.
• Excellent analytical and strategic planning capabilities.
• University degree in Business, Life Sciences, Pharmacy, Chemistry, Biotechnology, or a related field.
• Minimum 10 years of relevant commercial experience within pharmaceutical ingredients, excipients, APIs, CDMOs, pharmaceutical services, or specialty chemicals.
• Fluent in English, both written and spoken. Additional European languages are an advantage.

Personal Attributes

• Strategic thinker with a growth mindset.
• Strong commercial drive and results orientation.
• Natural leader and relationship builder.
• Entrepreneurial and proactive.
• Collaborative and capable of influencing without direct authority.
• Highly organized and execution-focused.
• Comfortable operating in a dynamic international environment.

Travel

• Willingness to travel extensively across Europe (approximately 40-60%).

About Caldic

At Caldic, we’re a global leader in distribution solutions, serving diverse markets across the world. Joining us means becoming part of an entrepreneurial, collaborative, and innovation-driven team.

We offer:

• Global opportunities with rapid career growth and development
• An inclusive, diverse, and dynamic work environment
• The chance to shape the future of specialty ingredient solutions across industries like food, pharma, personal care, and more

We operate in 43 countries around the world. Our innovative solutions are tailored to meet the needs of industries such as food, pharma, personal care, and industrial markets, ensuring sustainable success for all stakeholders. To learn more, visit: www.caldic.com

Ready to Join Us?

If you're ready to take your career to the next level and join a global leader, apply now at Caldic!

Equal Opportunity Employer

Caldic celebrates diversity and is committed to fostering an inclusive work environment. We do not discriminate on the basis of race, religion, gender, or any other characteristic.