Role
US Pharma Managing Director
Reporting to: US Managing Director
Key Accountabilities
- Define and deliver the commercial growth agenda
- Define the US Pharma market segment growth agenda & strategy by identifying opportunities and translating the market segment strategies into actionable targets with clear milestones, ownership, and accountability.
- Leverage regional and local mandates, Asia sourcing team capabilities and new business development opportunities to maximize growth.
- Integrate marketing, innovation, and technical services to reinforce Azelis’s specialty positioning.
- Deliver Principals’ market implementation plan and budget (growth, purchase value, volumes, project lists, application targets, etc.).
- Lead the Customer Portfolio for US Pharma
- Deploy commercial resources, skills and tools to maximize market reach/coverage at optimized cost.
- Build and maintain relationships with key customers, positioning Azelis as their preferred innovation and distribution partner.
- Expand the customer base and drive portfolio selling to create/capture cross-selling opportunities.
- Continuously improve commercial performance through sales effectiveness, pricing discipline, and customer segmentation.
- Ensure customer satisfaction through seamless service delivery.
- Embed data-driven decision-making across all commercial processes to enhance growth, profitability, agility, and responsiveness.
- Deliver Financial Performance and Key Indicators
- Deliver the Sales, EBITA, Gross Profit 1 (GP1) and NWC for US Pharma market segment according to yearly budget targets.
- Define, monitor, and act on key financial indicators to ensure sustainable performance.
- Align commercial activities with financial targets, ensuring transparency and accountability.
- Balance topline growth and GP1% performance expectations in order to maximize GP1 growth
- M&A
In Close Collaboration With The Region And M&A Team
- Build relationship with potential targets M&A
- Maintain and update the M&A target list for US Pharma market segment.
- Contribute actively to the due diligence phase.
- Define and implement the best integration approach, operational efficiencies, and key milestones and metrics for acquisitions within the market segment.
- Contribute to the definition and take ownership of the agreed business plan. Deliver identified/expected business synergies
- Build and Empower High-Performing Teams
- Attract, develop, and retain top commercial talent, fostering a culture of high performance, ownership, and entrepreneurial spirit.
- Optimize the commercial structure, manage and drive the US Pharma commercial leadership team to ensure successful execution
- Promote engagement, accountability, and continuous learning across all levels.
- Lead by example, championing Azelis’s values and inspiring teams to exceed expectations.
Requirements
- Education: Bachelor’s degree in economics, Commerce or chemistry
- Industry Experience: Minimum 10 years of progressive commercial leadership experience in the Pharma specialty chemicals sector. Proven track record in efficient and effective commercial execution, in strategic customer management and value-added distribution in a matrixed, multinational environment.
- Leadership & P&L Ownership: Proven track record in building/leading successful commercial leadership teams. Demonstrated success in driving financial performance with full P&L responsibility.
- Strategic Expertise: Deep knowledge of commercial strategy, customer-centric value creation, market segmentation, pricing strategies, and innovation-led growth.
- Commercial Excellence & Digital Fluency: Experience implementing commercial excellence frameworks and tools. Proficiency in CRM systems (e.g., D365 CRM), analytics platforms (e.g., Power BI), and digital sales enablement.
Scope
- Geographical Scope: US Pharma market segment
- Financial Scope:
- €75–150M in revenues
- > €150M in revenues
- Organizational Scope (FTEs):
- Direct reports: 4–10
- Overall team:
- Complexity: Medium (diversity and operational intricacy)