Sales Lead Germany

Job Title: Sales Lead Germany

Location: Germany
Department: Commercial / Sales

The Role

The Sales Lead Germany is responsible for leading the national Key Account Management (KAM) team by defining and executing a high‑impact sales strategy aligned with global commercial objectives. Working with a high degree of autonomy, the role requires strong strategic thinking, people leadership, financial acumen, and cross‑functional collaboration to deliver sustainable business growth.

Key Responsibilities

Commercial & Strategic Leadership

• Define and execute the national sales strategy in alignment with global commercial objectives to drive sustainable revenue growth.
• Establish and embed Strategic Account Management (SAM) as a core capability, promoting value‑based and partnership‑driven customer engagement.
• Translate global strategy into clear national priorities, ensuring effective and compliant execution.

Team Leadership & Performance Development

• Lead, coach, and develop the national sales team through strong field presence and performance‑focused leadership.
• Foster a high‑performance culture through clear objectives, regular coaching, and continuous capability development.
• Ensure effective communication, engagement, and succession planning within the sales organisation.

Sales Force Effectiveness & Execution

• Design and manage sales force structure, territory alignment, target setting, and resource allocation to ensure balanced workload and maximum impact.
• Drive excellence in field execution using CRM and digital tools (e.g. Veeva) to monitor activity, improve productivity, and generate insights.
• Promote data‑driven decision‑making through analytics, forecasting, and performance review.

Incentives, Budget & Forecasting

• Design, implement, and continuously optimise the local sales incentive program in alignment with the Global Sales Incentive Program (GSIP).
• Manage sales budgets and forecasts, ensuring accurate planning and financial discipline.
• Monitor performance against targets and implement corrective actions where required.

Cross‑Functional Collaboration & Compliance

• Collaborate closely with the German Country Lead and cross‑functional partners (Marketing, Medical, Finance) to ensure cohesive, compliant execution of strategies.
• Champion ethical, patient‑centric, and compliant sales practices at all times.
• Ensure adherence to local regulations, industry codes, and internal compliance standards.

Core Competencies

• Strategic & Action‑Oriented: Proactive, decisive, and focused on delivering measurable commercial outcomes.
• People‑Focused Leader: Strong coaching, development, and performance management skills with a collaborative leadership style.
• Results‑Driven: Demonstrated ability to drive growth, manage budgets, and deliver against ambitious targets.
• Ethical & Patient‑Centric: High integrity, strong compliance mindset, and commitment to patient outcomes.

Education

• Bachelor’s degree in a scientific or business‑related field
• Preferred: Advanced degree (MSc, PhD, or MBA)

Certifications

• Certified Pharmaceutical Representative according to §75 AMG

Experience

Essential

• 3–5 years’ experience in pharmaceutical sales leadership, including people management, coaching, and performance development.
• Strong cross‑functional business leadership experience within Sales and/or Marketing.
• In‑depth understanding of the German pharmaceutical market, including prescription, distribution, and regulatory environments.
• Proven track record in driving sales growth, managing budgets, and executing incentive and performance programs.
• Experience using CRM systems (e.g. Veeva), digital engagement channels, and data‑driven sales planning tools.
• Excellent communication and leadership skills, with a global mindset and strong ethical standards.

What We Offer

• A senior commercial leadership role with the opportunity to shape national strategy and impact patient care.
• Ongoing leadership development and career growth opportunities.
• A collaborative, high‑performance culture with strong cross‑functional partnership and global alignment.